The cost of the “Disconnect” between Management and the Sales Department.
Sales and the CEO: The Cost of the “Disconnect” between Management and the Sales Department. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Why it is crucial that the CEO, President or Business Owner play an integral role in sales and business development? The most important reason is answered in question form. Who has the most to gain and the most to lose from a sales team’s business development activities? Many Presidents, CEO’s and Business Owners make a crucial mistake in actually putting the financial future of their company in the hands of their sales team! We are not implying that you should not do everything possible to create a sales team that is self reliant and responsible for their own territories and sales quotas. However, when there is a break or disconnect between the leader and sales team, this is where a long-term pervasive problem begins. http://www.peakperformancellc.com/w_salescand.htm. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ The Problems associated with the Sales Black Box. The black box view of sales is an attitude often found in Presidents, CEO’s or Business Owners who do not have a background in or an intimate knowledge of the problems inherent in sales. They set organizational goals that are dependent on revenue numbers and so present sales goals to the black box of the sales department and anxiously await the outcome without managing the intricacies of reaching the goal—namely they fail to oversee the microcosm of day to day activities that are required to meet the goal. This laissez faire mentality often results in a disappointed and frustrated CEO. In order to realize revenue goals sales management needs to arm itself with an array of skills—a skill-set that allows them to effectively manage what occurs between the one extreme of goal setting and the other extreme of goal realization. In other words, they must learn to identify, anticipate, and then effectively deal with those common sales constraints that frustrate organizational efforts in reaching their revenue goals. For more management assistance on goal realization visit: http://www.peakperformancellc.com/w_salescand.htm. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ The Negative Effect: Failure to identify, anticipate and correct the most frequently occurring sales issues and obstacles results in organizations scaling back their revenue goals. Have you ever wondered why it is that: Ø Sales people fail to diplomatically confront common objections? Ø Sales People are simply not proactive or are ineffective at prospecting? Ø Sales People look at your product as a commodity and rely on price slashing to secure the deal? Your sales organization must follow a strategy or MAP (Measurable Assistance Plan) developed by the company - and you, the CEO, must lead this critical process. Goal or quotas without a MAP are rarely met or exceeded. After the exuberant 90’s when sales people did very little selling, yet did a great job of taking orders, we had to adapt to an increasingly complex world that requires real selling skill. Your sales people are the most critical component of your business. The sales engine, when not running properly, impacts every other area of your business. In order to effectively drive the business, the CEO, need not understand every aspect of that engine, but he or she must understand the basic maintenance to keep the engine running smoothly and most important of all, the CEO must realize when the engine is not running properly and where to go to repair it. Automakers are considerate enough to put warning lights on our dashboards, unfortunately warning lights don’t come with a business and it’s up to us to alert ourselves to problems. When we at Peak Performance question most business owners about the condition of their company, more often than not the business owner may know that things are not good or not what they should be. At best some know of the symptoms such as low closing ratios, margin eroding price slashing or extended sales cycles that have led bloated pipelines and complacent sales people. Unfortunately these are merely symptoms and not the root cause of sales problems. As such, treating the symptom usually results in a costly short term benefit. For more assistance for business owners and upper level management please visit http://www.peakperformancellc.com/forowners.htm. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Upcoming CEO Sales Strategy Seminar: Implement Strategies, Systems and Structure for Sales Success - Are you having difficulty in getting your sales team to continually increase sales? - Is your sales team unmotivated to strive to meet the goals you set for them? - Are you looking to find that sales superstar? Then your attendance at this free sales seminar is a must. Seating is Limited Visit http://www.peakperformancellc.com/w_salescand.htm. for more. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ For Business Owners and Sales Managers - Are your sales people suffering from self-limiting beliefs that impede their ability to consistently generate sales? - Do your sales people tell you that their poor sales results are a result of the poor economy? - Do you want to give your sales people the tools to maximize their potential and as such increase your bottom line? Visit http://www.peakperformancellc.com to discover Peak Performance Sales Solutions>> ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Has the Sales Superstar Eluded You? The so-called sales superstar often makes their biggest sale (and sometimes, only sale), when selling himself/herself into the sales position you have available. More often than not your expectation levels are high yet six months later their productivity levels are low. What happened? Visit http://www.peakperformancellc.com/recruit.htm. to find sales producers for your company» ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ PEAK PERFORMANCE SALES TRAINING, LLC 630 Freedom Business Center, King of Prussia, PA 19406 (610) 878 9400 www.peakperformancellc.com © 2006 Peak Performance Sales Training, LLC Authorized use granted by express permission only. Unauthorized Distribution, Duplication, Appropriation or Reproduction in Whole or in Part Strictly Prohibited. To unsubscribe go to http://www.mailmailer.com/others/unsubscribe.3z?liid=4004945&cid=2505&lid=580 powered by MailMailer