Eliminate Sales Complacency
What is the Catalyst to Sales Growth?
Most Presidents and CEO's are frustrated with:
- Sales teams that are run like fraternities and Sales Complacency has set in
- Sales Managers who rely on sales person optimism instead of holding sales people accountable
- Sales Managers who focus on poorly qualified pipeline hopefuls instead of on closing deals
- Sales People blaming their poor sales results on a bad economy, bad leads, or other external factor.
- Sales People not being proactive —not making cold calls, not confronting objections, etc
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Bsuiness Owners and CEO's Take Actionable Steps
Mistake Number One: Management Complacency that converts directly into Sales team Complacency
Mistake Number Two: Management Fails to Prioritize Sales as the Primary Initiative Although every Business Owner desires to increase sales performance and productivity they fail to articulate this desire as a priority. Everything takes precedence over sales: marketing, accounting, product development, and so on. But what could be more important than identifying and removing the common obstacles to sales success and the growth of your business?
When speaking with Business Owners, we see a common and dangerous denominator present in many: Because of their numerous time-consuming responsibilities they tend to repeatedly perform comfort zone activities. It is uncomfortable and risky to attempt to change the mind set and routines of their sales team. Driving people out of a non-productive comfort zone is stressful. They too often become paralyzed with the downside possibilities and fail to do what is most important for themselves and their company, to drive sales productivity! In other words they have begun the process of allowing their sales team to manage, management! Stop doing more of what doesn't work. Stop running your business out of fear.
Have you gotten to the point of realizing that remaining status quo is more financially devastating than changing your sales course of action? For more on modifying sales routines, implementing sales criteria/process and attitudinal training contact Peak Performance today call us today at 866-816-0991.
Mistake Number Three: Letting Past Success Block Future Performance Another reason for sales team complacency is that Business Owners and Sales Managers often accept excuses from sales people who have been successful in the past. It is usually those previously successful sales people who are most resistant to change—despite the fact that their past success may have occurred some time ago and been more the result of positive market conditions rather than stellar sales ability. It is also the business owner or sales manager who has experienced significant growth in the past who often defers realizing that change is essential to repeat that past success.
To make top line growth a primary initiative management must first engage in a brutally frank discussion regarding potentially disturbing facts such as:
- Shrinking margins,
- Client decay,
- Limited success in developing new accounts,
- Limited success in further penetrating existing accounts
- Poor lead conversion
Have you come to the realization that maintaining the status quo is more financially damaging than change itself? The economy is changing, buyers are more skeptical and you are working harder and longer for the same or less revenue. You have concluded the necessity for or have been asked to lead a change initiative. The problem identified is that what you or your organization have been relying upon for business development is not working to the point where you can gain the traction necessary to get to the next level. The time, energy, effort and desire are present, however real change and results are not.