“If your company is like many today, you may be experiencing the perfect storm of a shrinking market, shrinking margins and greater competition. You may also be trying to deal with this storm without a surplus of available cash, or under conditions of tight credit.
Many business owners are frustrated with the lack of new business and the fact that few, if any, of their people relish the role of obtaining it. Some currently have people in a selling role, but the results are sub-par. They feel they are being held hostage by mediocre salespeople who may have valuable information or relationships.
The answer to these seemingly perplexing situations is YOU. By virtue of a simple choice, you possess much more power than you might think to dramatically upgrade your Sales Team and grow now. Upgrading to a true Sales Culture will not only affect your top line revenue, but can also improve your margins and net profit. If you decide to go for it, here are simple steps that will be required:
- Acknowledge the Brutal Facts: If you want to upgrade to a powerful Sales Culture and reap the rewards that doing so will bring, it is vital to realize that the very people you would like to change have chosen to behave in the way are currently behaving. They act the way they do for one reason–because they want to. So despite your strongest desires, they probably will not choose to do what you would like them to do – Hunt and Close.
- Needle in a Haystack: Hunters and Closers represent a microscopic portion of the “salesperson population. In fact, only a very small percentage of people are really suitable for taking on any part of a sales or business development role.
- Use Effective Tools and Processes: You must be able to identify that small percentage of people. This isn’t hard to do if you use the right types of business assessment tools and processes.”
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