What Does Success Look Like?
By Mark Hunter “The Sales Hunter”
It seems simple enough, doesn’t it — understanding what success looks like. Too often in the sales industry, we think of it in lofty platitudes, rather than concrete realities. Want to harness what really defines success? Grapple with the below questions — not to the point of frustration, but with an eye on inspiration.
- What does success look like?
- How will we recognize it?
- What are the obstacles we face in achieving success?
- How much is our industry growing per year, and what are the long-term trends in the industry?
- What do we do that our competitors cannot do short-term? Long-term?
- Who is our strongest link in the organization?
- Do we understand our cost structure well enough to understand the net profit gained from adding incremental customers?
- Who are the 20% of our customers who deliver 80% of the profit?
- Are we long on time or money?
- How stable is our customer base, and does our operating P&L reflect it?
- How long does it take to turn a new customer into a profitable customer?
- Why do people want to work for us?
- Do we have an effective “back-stop” plan in place to deal with key personnel?
- Would investors be attracted to our business model?
Sure, they are not “easy” questions, but they are worth their weight in gold if you can authentically answer them.
Mark Hunter, The Sales Hunter, is author of “High-Profit Selling: Win the Sale Without Compromising on Price.” He is a consultative selling expert committed to helping individuals and companies identify better prospects and close more profitable sales. To get a free weekly sales tip, visit www.TheSalesHunter.com. Read the first chapter of his instant-classic “High-Profit Selling” here.
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