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What’s Your Management Cadence?

What’s Your Management Cadence? October 20, 2017

What’s Your Management Cadence?

Many aspects of our lives have a rhythm, or cadence. Sleep cycles, habits, and daily routines come together to create the heartbeat of our lives. The stability and predictability these cadences provide form the foundation we all need to not only navigate life’s challenges, but to excel.

In many cases, those cadences come about on their own. But some of life’s most important cadences require conscious effort in order to take root. In the world of sales, rhythms don’t usually happen naturally.

But having a steady cadence is essential for sales success, and it comes to play in a big way when it comes to meetings.

Managers who don’t give their teams a steady rhythm of support – in the form regular meetings, evaluations, feedback, and guidance – will never realize their sales force’s full potential. Great sales managers use the power of cadence to ensure their teams are always marching to the same beat and in the same direction toward sales execution and continuous improvement.

That’s no easy task though. Determining the proper cadence for your team can be challenging. And once you’ve found it, you have to maintain it. The goal should be to make the cadence of meetings as steady and unconscious as a heartbeat.

Like a heartbeat, the cadence ensures that a culture of consistency and execution is carried throughout your entire sales team – nourishing every manager, rep, and intern with shared knowledge, goals, strategy, and vision.

In order to reach this goal, the sales manager should, at the very minimum, engage in the following four types of meetings regularly:

1.) Business planning

2.) Sales team meetings

3.) Top opportunity reviews

4.) Sales activity one-on-ones

When meetings take place will depend on your business and its own unique needs. What’s most important isn’t always the specific dates or times, but that every member of your team can set their watch to the cadence of when they occur. Weekly team meetings, monthly one-on-ones, quarterly reviews, yearly business planning.

It’s also important for meetings to have a common structure to ensure that each manager can be equipped to add value, coach, and develop the team effectively. Consider having a framework for how long meetings last, who participates, a suggested agenda, what reports are needed, and potential coaching questions to ask.

Ultimately, cadence is about consistency, predictability, and reinforcement. Many sales managers do the things listed above, but they often do them irregularly, without warning, and with no structure. While any type of team meeting is better than no team meeting at all, there is a significant difference between those that are part of a regular cadence and those that are not.

One-off, spur-of-the-moment meetings are usually disorganized, unclear, ineffective and inconsistent in their content and structure. Meetings that are part of a cadence, on the other hand, allow managers to set clear goals and define concrete agendas ahead of time. They are standardized and predictable. They set clear expectations on activities and performance.  As a result, both you and your team are able to arrive fully prepared and will derive more value from the interactions because of it.

As we work with clients, we have been a part of many sales transformations, and we have seen the power of a cadence of meetings make a huge, sometimes transformative, difference. Establishing cadence for meetings is one of our top recommendations for improving sales performance, and we would love to help your company find the best cadence for your sales team.

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