Business Development Mistakes

Sales Organizations that find themselves stuck atop a plateau are often there because they are relying on habits that may have produced good results in the past but are less fruitful or counter-productive in the present. As human beings we are habitual, meaning that we create habits that convert into a routine. The problem with a routine is that it only produces a fixed level of productivity. Sales people develop routines under which certain components are productive and others are counter productive. Keep in mind that people typically do what they do because they believe it is the right thing to do. However, it is not always the most effective thing to do. This in turn leaves management finding themselves going over the same thing with the same person over and over again!  

In order to change your bottom line you first must change your overall routine. In order to change a routine you first must change your mind, or the mind of your sales team. Businesses have habits too and these habits are either developed or approved by those at the top. What is a business habit? A business habit is something your business relies on and consistently repeats in response to certain conditions regardless of the outcome of the habit. In other words, a business habit is a corporate response that is stimulated by particular market or economic stimuli.    

Is your business in the habit of making common costly mistakes? To identify the most common sales barriers that face sales organizations please Click here to visit our Common Problems page or call us direct at 866-515-0794

For example, a business may succumb to the constant complaints of the sales team that they "have no leads". This in turn has the business investing in additional advertising opposed to dealing with the root cause of the problem: they are not closing the leads that they have now

In the example cited above regarding increased advertising, if sales are low because the sales team has poor closing skills, then the corporation's willingness to invest in more advertising may be contributing to the cause of low sales as the sales team now has little incentive to change. 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 factors change, so must we.  Fail to actually sell on value resorting to price slashing eroding your margins. 

Which of the following common sales obstacles impact your sales team? Click here to uncover the sales obstacles that impede your selling success