Sales Growth: Do You Manage Sales Through Hindsight, or Foresight?
Sales Growth: One major difference between successful Business Owners, Presidents or CEO’s, and those who find themselves stuck on a sales plateau, can be answered through the following question: Do You Manage Sales Growth Through Hindsight….or Through Foresight?
How often have you looked at your sales team, or more importantly “looked back” at the sales or sales management obstacles that seem so common, constant, inevitable and expected?
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How often do you go over the same thing with the same sales people, only to find out that you did not changed their mind, habits, routine and most importantly their results? How many times did you end up disappointed with the sales candidate that looked so good on paper, interviewed so well, yet looking back failed to produce? Ask yourself, are these problems occurring based on what you did upfront, or failed to recognize and act on at the time you first realized it?
Hindsight: Understanding of a situation or event only after it has happened or developed! Ask yourself, what sales specific is now inevitable or now expected that will have a negative impact on your bottom line? What is not in place based on failure to act on it? Is your recent hire on the path to failure based on having not implemented real performance standards that are discussed upfront, tracked and inspected and in order to ensure success?
Are your sales people purely Re-Active, complacent or fail to prospect consistently to identify and close new business opportunities? Did this complacent environment just occur, or have you allowed this environment to take hold, resulting in it gradually getting worse? Hindsight managers really don’t manage at all! They simply deal with the ramification of what they failed to act on. How much time and money has failure to act cost you?
Foresight: The ability to foresee or prepare wisely for the future Foresight: Providence by virtue of planning prudently for the future