Why Business Owners compound their sales problems, as opposed to dealing with them head on.

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.

For more on changing minds, attitudes and routines please visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKitgs

To Read this tip in full please visit http://www.peakperformancesalestraining.com/content/why-business-owners-compound-their-sales-problems-opposed-dealing-them-head-major-mistakes

 

 

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Sales and the CEO: The cost of the “Disconnect” between management and the sales department.

Sales and the CEO: The cost of the “Disconnect” between management and the sales department.

Why it is crucial that the CEO, President or Business Owner play an integral role in sales and business development?

The most important reason is answered in question form. Who has the most to gain and the most to lose from a sales team’s business development activities? Many Presidents, CEO’s and Business Owners make a crucial mistake in actually putting the financial future of their company in the hands of their sales team! We are not implying that you should not do everything possible to create a sales team that is self reliant and responsible for their own territories and sales quotas. However, when there is a break or disconnect between the leader and sales team, this is where a long-term pervasive problem begins.

The Problems associated with the Sales Black Box.

The black box view of sales is an attitude often found in Presidents, CEO’s or Business Owners who do not have a background in or an intimate knowledge of the problems inherent in sales. They set organizational goals that are dependent on revenue numbers and so present sales goals to the black box of the sales department and anxiously await the outcome without managing the intricacies of reaching the goal—namely they fail to oversee the microcosm of day to day activities that are required to meet the goal. This laissez faire mentality often results in a disappointed and frustrated CEO.

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To read the balance of this tip please visit  http://www.peakperformancesalestraining.com/content/sales-and-ceo-cost-%E2%80%9Cdisconnect%E2%80%9D-between-management-and-sales-department

Why Business Owners compound their sales problems, as opposed to dealing with them head on.

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.

For more on changing minds, attitudes and routines please visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKitgs

To Read this tip in full please visit http://www.peakperformancesalestraining.com/content/why-business-owners-compound-their-sales-problems-opposed-dealing-them-head-major-mistakes