Sales Course of Action | Peak Performance Sales Training
All CEO’s face constant forks in the road as they navigate through changing economic conditions. The problem they face is not the fact that economic conditions are constantly changing. The issue does not lie in the fact that buyers are buying in a completely different way from the way they bought in the late 90’s. The problem lies in the fact that the CEO fails to adapt.
As human beings we are habitual, meaning that we adopt habits that convert into a routine. The problem with a routine is that it will only produce a certain level of productivity. Businesses have habits and often these habits are either developed or approved by those at the top.
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What is a business habit? A business habit is something your business relies on and repeats eventually becoming automatic. Sales Organizations that find themselves stuck atop a plateau generally either rely on bad habits, or they rely on habits that in the past produced good results, however longer are effective. Remember one thing. Extreme conditions create extreme behavior. This means that when sales become flat or economic conditions become extreme we become extreme in our behavior. When external factor change, so must we. If you are not gaining the traction necessary to get to the next level or gaining the results you need it is now time to examine your business habits and re-engineer them, maybe even ask for help. This again is very difficult for the CEO, President or Business Owner as they more often than not are the ones providing help and support to others within their organization. However who do you rely on? Who do you count on for support and structure when things get tough?
Successful Businesses Have Successful Habits... So, you have come to the realization that change must occur in order to get a change in your top and bottom line results! What business owners and sales managers become most frustrated with are sales people who fail to change. Their results do not change because their routines do not change. Their routines can only change when you begin to change their minds. However the first step is that you must have a change in mindset. Once this occurs another problem rises to the surface. The symptom is that business has been flat for a number of years. The problem (cause) is that many within the management team are long term employees who have become quite comfortable with the pace at which the business is operating and not highly motivated to self-raise their expectation and performance. Hence, they fail to raise the level of expectation and performance of the sales team! Our business habits will determine our business future. Call Peak Performance today at 866-816-0991 to discuss your options
"The individual who wants to reach the top in business must appreciate the might of the force of habit--and must understand that practices are what create habits that can break him--and hasten to adopt those practices that will become the habits that help him achieve the success he desires." -- J. Paul Getty