How to Make Important Decisions as a Sales Leader

STEP PROCESS TOMaking Important Decisions as a Sales Leader

As a Sales Leader, using a systematic decision-making process can help you make effective decisions

The R.O.I. Decision Making ProcessRisk / Opportunity / Investment

Weigh the Importance of theDecision

1

Determine how much time, money, and energy should be

expended on making the decision

Search Relevant Facts andInformation

2

The most effective decisions are made with as many facts and as much time as the decision requires

What are the criteria for this decision?

What information do I need?

Are the missing facts worth finding?

How much time do I have?

Questions to Ask YourselfWhen Searching for Relevant Facts and Information:

Identify DecisionOptions

3

List all possible options, before evaluating ideas and selecting one to implement

Narrow your list down to two or three of the most realistic and achievable options

Use the ROI Framework toCompare Options

4

Compare the options in terms of Risk, Opportunity, and

Investment, using high, medium, and low

rankings

Risk: The probability of a decision option leading to failure. Rank Risk as High, Medium, or Low.

Opportunity: The impact the decision option will have on results and how it will affect other issues such as sales

performance, your team, and your image. Use High, Medium, and Low rankings

Investment: The cost of implementing the option, including monetary value, time and resources. Rank each as High, Medium or Low

Select the “Best”Option

5

Select the best option

based on your Risk,

Opportunity, and

Investment rankings.

Eliminate High Risk Options

Eliminate Low Opportunity Options

Weigh High Investment Options

Select the option that is closest to the ideal: Low Risk, High Opportunity, and Low Investment.

Four Components in Selecting the Best Option:

Time is of the essence in implementing a decision...

Avoid losing a valuable opportunity through delay,

or letting an existing problem worsen

As a sales leader, your ability

to influence and lead your

sales team is demonstrated in

your decision making

The ROI Decision Making Process

will help you make

better decisions more quickly

and effectively

Learn how to transition star sales reps into high performing sales managers!

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By David Jacoby

@DiJacoby