Better Sales Management Decisions Equals Better Sales Performance

Stage 5: Choose the alternative
Evaluate alternatives based on the criteria previously identified. Picture what the outcome of each alternative would look like, identify which of the alternatives is most likely to happen, and choose the alternatives that best meet the values of your group and the company. Do evaluate them against potential risks. If you feel you can live with the alternative as well as the possible outcome, this is likely the decision you should follow.

Decisions should also include periodic reassessments of the outcome to ensure you and your team is on track. Engage two-way, open communication among all the stakeholders so they will provide guidance, relevant information needed for assessment and provide buy-in for the new decisions.

Once you have made your decision, move forward with it and don't second guess yourself. The advantage of this process is that it allows you to do your very best for the present. It helps you make decisions that you can more easily defend because of the process you followed and the stakeholders you involved.

Better decisions are also made because you considered and are aware of the risks. This type of decision- making also helps you eliminate bias and be less emotional. If the outcomes are not what you expected or you are not happy with the outcomes you will have an easier time making changes, if stakeholders are involved. With such a clear blueprint for decision-making you should be able to see an improvement in sales performance.

Linda Hanson, CMC, is a certified management consultant and author of 10 Steps to Marketing Success. She writes, speaks and consults on marketing, management and customer service issues and can be contacted at www.llhenterprises.com. Sign up for her free newsletter The Superior Performance Report.