I still hear of customers who are complaining about their sales being soft and how their business is down compared to several years ago. When I probe them as to how they were able to achieve their sales success in the past, it winds up being that they were able to merely answer the phone. They had customers beating a path to their door.
You know what this tells me? They don’t have a problem with sales; they have a problem because they don’t have a sales plan. If you have not taken the time to reassess every step of your sales and marketing process in the last 18 months, then you need to do it ASAP. Your sales success and your sales motivation depend upon it!
Things have changed. Opportunities that were here 18 months ago are not here today, and the opportunities of today are going to be capitalized on with a far different sales and marketing plan. Don’t be afraid to let “salespeople” go, because what you’re probably doing is merely letting “order takers” go. I’m sorry, but today’s marketplace requires people who can sell. These are the people I’m going to invest my time and effort in.