Presidents, Business Owners and CEO’s all have, for the most part, good intent. In fact we all do what we do because we believe that it is the right thing to do. Unfortunately it is not always the most effective thing to do.
Sales ineffectiveness and pipeline bottlenecks ultimately create a situation where companies work harder and longer yet fail to gain real traction. This in turn results with the organization being stuck atop a sales plateau.
As opposed to dealing with the real root cause of sales ineffectiveness which in turn leads to bloated pipelines, which leads to a complacency in the mind of the sales team, business owners instead begin a process which is a series of common mistakes. This process is not relied on because management intends to set out to sabotage the company. We will first outline the process, and then we will detail the mistakes. This process is relied on because many at the top fall prey to several issues.
1) Business Owners become conditioned to the excuses, lies and reasons for deferring change by the sales team. They come to believe that 50%, 60% or 70& efficiency is the best they can achieve. In other words the Business Owner accepts 50%, 60 or 70% effort, yet they are held accountable to 100% of the salaries, commissions, bonus, benefits, advertising and marketing and other expenses necessary to maintain the sales team.
2) Business Owners fail to change their sales team’s minds, resulting in failure to change their routine.
3) Business Owners do not realize that in order to get someone to “think” differently, they first must get them to “feel” differently.
4) Business Owners want and desire change, yet fail to uncover their sales team’s “incentive” to change.
No comments:
Post a Comment
Your comments are appeciated. We will review and respond appropriately. We thank you for your input.