The Second Most Important Sales Catalyst to Catapult your Growth
Business Owners have numerous goals, however none more important than growing their existing business and development of new business. There is no specific roadmap for success, as all Businesses have multiple varying factors. Varying Goods and Services, Geographic Location, Depth of Competition and Overhead, to name just a few. However, there are documentable steps available to reach growth milestones that can act as a catalyst to catapult your business to success.
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The Second Most Important Sales Catalyst: Proactively Dealing Head On with Consistent Poor Sales Skill or Sales Attitudinal Issues It is just that simple: Proactively holding themselves and their sales people to the high level of commitment necessary to get things done; being decisive and delivering on sales goals and commitments.
A high percentage of CEO's and Business Owners fail to put this consistently into practice, despite the fact that most CEO’s tend to be highly intelligent, dedicated, and accomplished. They worked hard, make sacrifices, and may have performed for years at a time. Specifically, failed CEO's are often unable to deal with sales people whose sustained poor performance deeply impacts the company. What is so alarming is that many CEO's usually know there's a problem; their inner voice is telling them, but they suppress it. Now, they may not know the actually root cause of the problem, however they are well aware of the constant ramification. Often those around the CEO recognize the problem first because many CEO’s are so deeply entrenched in the day to day operations of the business. Additionally, CEO’s tend to constantly create an environment where everything appears to be ok, and avoid bringing up situations that may cause alarm; unknowingly compounding the problem. CEO’s rationalization and create their own excuses which are a mechanism for avoidance.
Here are just a few:
1. "I like this guy!" Often, Small Business Owners create an environment much like a fraternity. The problem of blind loyalty shows up which clouds judgement and seriously impedes a Business Owners ability to take corrective actions.
2. "I can fix him." Keep something in mind – You hired him! Therefore, you were the one who failed to identify or recognize these same sales weaknesses that you personally must fix!