Sales Stagnation: The Negative Impact of Failing to Act on Uncertainty

Business Owners: Running a Sales Organization includes taking on risks on a day to day basis. Challenging sales people, holding them accountable to day to day productive sales behavior and even terminating those who do not perform, well, that IS your job. However fear of change and more importantly concerns over how sales people may accept these changes negatively impacts business like no other obstacle,causing sales stagnation. Once you have drawn the conclusion that change is in order you must first understand the mental barriers that arise that sabotage your ability to carry out the changes needed to get into gear.

 

1) Relying on Hope: Many Business Owners imagine or hope for a return to a proactive sales environment that will relieve them of doing what they know must be done! If you know it must be done stop waiting and take action.

 

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2) Fear Driven Response: Some business owners feel the need to protect others against risks … known and unknown. They fail to address or hold sales people accountable to productive day to day sales behavior necessary to yield results. This is analogous to an NFL Coach who fails to enforce practice routines yet wonders why they cannot win on the field! This fear-driven response to the problem narrows their options, and in many cases creates an organization-wide paralysis that nearly certainly leads to the sales plateau, sales decay or ultimately insolvency. If you’re not acting to implement change then you are simply allowing your company to remain in a state of growth paralysis.

Read this tip in full at http://peakperformancesalestraining.us/content/sales-stagnation-negative-impact-failing-act-uncertainty