As we start the New Year, we ask ourselves, what is the ‘right thing’? Most people will recite a long
list of ‘right things’ about their personal lives. How will they treat their spouse, children, friends and everyday acquaintances? Losing weight and developing healthier habits lead the list of must-do’s for 2013. Generally, most people think of New Year’s resolutions in terms of their personal life goals.
But what is the right thing to do in business?
But what is the ‘right thing’ in business? Honesty? Of course! The Golden Rule? Of Course! Digging down deeper into my own business life “Doing the right thing” means delivering on promises made, not placing blame on others, skipping excuses and taking responsibility. It comes back to the “No excuses, Sir” mentality that was drummed into me earlier in my life.
Doing the right thing in sales and marketing management can take a few twists and turns.
As a marketing manager, I think doing the right thing means to:
• Spend the company’s money wisely to create revenue in a predictable manner.
• Be accountable for what you spend to create demand.
• Use marketing automation to reduce the marketing cost and increase revenue.
• Manage the company’s most valuable new asset, new prospects. Manage the leads.
• Lead by example and learn to respond to the salespeople’s needs.
• Accept the occasional failure with the same grace that you accept accolades for doing well.
As a salesperson, I think doing the right thing means to:
• Make quota as you promised on the day you were hired.
• Follow-up all sales leads because these are the company’s most perishable asset.
• Use the CRM system to the fullest extent possible.
• Be honest with prospects and customers, without exception.
• Learn the actions and habits of the company’s most successful salespeople.
• Write a sales territory plan for the year. How will you make quota?
Doing the right thing really isn’t that hard. It is said a poor sailor blames the wind. As John G. Miller said in his book, QBQ, “A poor worker blames the tool…and a poor coach blames the players.”
Take personal responsibility for your business life; take blame out of your lexicon and “Doing the Right Thing is easy.” You already know what that is, right? _______________________________________________________________________________________
Footnote: Popular talk radio host and author Dr. Laura Schlessinger, used her catchy phrase "Now go do the Right Thing" at the end of each show segment.