We use cookies to ensure that we give you the best experience on our website. By continuing to use this site, you agree to our use of cookies in accordance with our Privacy Policy.
Privacy Overview
Login
Your Role
Challenges You Face
results
Learn
Resources
Company
Do major gift and planned gift staff need "sales managers"?
Huh? Sales managers? But we don’t sell anything!
Actually, you do! You’re selling value.
Any exchange of money occurs because a person sees value in giving away their hard-earned cash.
The private sector usually has sales managers for their teams. The nonprofit sector usually doesn’t.
Instead, they have Directors or CDO’s. But too many of them don’t know how to manage lead generation, cultivation, and tactical “closing” teams.
It’s time for fundraising shops to employ sales management principles.
I think every nonprofit with major gift and planned gift staff needs a structure that yields accountability metrics that have been proven effective in the private sector.
The best authority on this topic (in my opinion) is Mike Weinberg. Here’s a great video that explains how to do it.
Related Posts:
>>What Activity Metrics You Should Measure for Effective Long Term Planned Giving Marketing
>>Fundraising Metrics: You Have to See Them to Believe Them
LIKE THIS BLOG POST? LEAVE YOUR COMMENTS BELOW AND/OR SHARE IT WITH YOUR PEERS!
Get the book!
Feeling like your job is getting harder because donor expectations have changed and competition for the charitable dollar is growing?
Finding that the old orthodoxies and conventions espoused by so-called experts in online echo-chambers and at conferences don’t work anymore?
Want to help more people make impact by facilitating their acts of philanthropy but feel like too many obstacles keep getting in your way?
Then this book is for you.
Engagement Fundraising was developed from the perspective of a donor who discovered firsthand that the impersonal, spray-and-pray approaches of his beloved charity were not only offensive but also wasteful and ineffective. So he took action. And now, you can too.
Get smarter with the SmartIdeas blog
Subscribe to our blog today and get actionable fundraising ideas delivered straight to your inbox!
A nonprofit recently fired their “sales manager” for expecting major and planned giving officers to make too many face-to-face meetings. He expected each manager to make 25 calls per month. What is the “normal expectation”?
It depends. What counts as a call? A face-to-face meeting?
If your org is local and you can meet with 25 face-to-face in a month that might not be out of bounds. But if the donors are spread out around the world, then of course that would be nuts.