Just in Case of Emergency?
Many of the Business Owners I deal with are so busy with the day to day issues of running that business that they only realise that they need help when they approach a crisis. They know what it is when it approaches because it tends to keep them awake at night. The fact that they lose sleep also means that they are uncertain about what the solution(s) might be.
The trouble with this situation is that when we reach a crisis, we need to take decisions quickly and communicate clearly. Nobody on an aeroplane going through emergency landing was offered a choice of exit doors or colour of life jackets. That would be unhelpful as well as dangerous.
The ideal situation is to take appropriate action before these issues become a crisis and before we lose too much sleep.
If we were asked to fly that plane in that emergency, we would most likely need expert advice to guide us about the controls and the right levers to pull. The same is true of any of the Business Disciplines for Commerce nowadays.
Managing Directors rely on their Sales Directors to deliver the right revenues from new and existing customers. If their performance disappoints, what action can they take? Surely, they are the experts. However, even experts need help sometimes.
From my experience of working with many West Midlands businesses over the last 13 years, the three most common causes of Sales underperformance are:
- Not spending enough time with the Buyers (Existing & New)
- Not having a clear understanding of the real Sales levers
- Missing opportunities through inexpert questioning or listening skills
A great Salesperson will not only have great passion in their pursuit of sales but they will also care about their customers to such a degree that they will help them even if there is no direct benefit to them financially. We use our network to help our clients to prosper in the hope that we might benefit in the future but absolutely assured that our reputation is enhanced through this service.
If you are a Business owner who is starting to lose sleep because your Sales are not as strong as they need to be, perhaps I can help. The Initial consultation is free.
I challenge my fellow Sales professionals to keep relevant, embrace new ideas, keep inquisitive and keep on learning from the myriad sources that are available.
My best advocates are the customers who I have helped in the past so I encourage you to see what they have said on my LinkedIn profile.