|
The Sales Plateau
Problem #1: The January Motivational Sales Meeting Business Owners, Presidents and Sales Managers often begin each year by scheduling sales meetings. These meetings consist of laying out management's plan that is frequently not a plan at all. The plan is often an expectation of increases in sales goals requiring sales people to step up their game. Establishing new quotas without a real course of action and agreed upon plan is simply a recipe for disaster. This plan however is often presented without a MAP - a Measurable Assistance Plan that facilitates expected goals. A Measurable Assistance Plan is analogous to a map used when traveling cross-country. Without a MAP (Measurable Assistance Plan) we often get the opposite of what we hoped for. The optimism and excitement expressed in January begins to fade quickly and is replaced by excuses and complacency. The sales team goes from wanting to move mountains... to hoping to meet quota! Problem #2: Management's solution to existing sales constraints is often counter-productive Business Owners, Presidents and Sales Managers often succumb to the complaints of the sales team. Management accepts the excuse that their sales people have no leads, or no one to call. But instead of dealing with the root cause of the problem (they are not closing the leads that they have now) they compound the problem by investing more into advertising deteriorating existing margins. This mistake erodes the corporate bottom line and ties up money that can be channeled into other areas to increase ROI. In this scenario the focus should have been on improving existing closing ratios. Click here To learn how to overcome this and other sales obstacles call 1-866-515-0794 Problem # 3: Management starts the search for the next Superstar Business Owners, Presidents and Sales Managers
once again dramatically reduce their margins by making mistake
number three - often their biggest anchor to gaining the traction
necessary to get to the next level. Opposed to solidifying
their core sales team by training them, changing them and
providing them with the necessary tools to become more
effective, they decide to compound the problem by hiring more
superstars. |
