My wife (Karen) and I just returned from a cross country vacation road trip from Phoenix to Wisconsin. There were small towns bustling with enthusiasm, large communities that were building; it was a veritable riot of American optimism and purpose. What a magnificent country we live in: freedom, space, diversity and opportunity. Indeed, the whole ball of wax!
As we cruised through the Missouri Ozarks, a road sign caught my eye. It read “A steering wheel is not a hands free device.” Much to Karen’s chagrin, I immediately said that this would be a great blog when we got home.
Essentially, the road sign is a fitting metaphor for many businesses. Owners and managers of small to medium size businesses frequently take a “hands-off” approach to their sales effort. They put sales on “cruise control,” effectively hoping the company will magically arrive at its intended destination.
Often, we see owners and managers trying to contribute part-time to sales with temporary tactics but no real strategy. In fact, many of these organizations don’t even have a full-time sales manager.
The metaphorical car (i.e. the business) careens without direction indiscriminately, thus achieving random and inconsistent results that are more a matter of chance and market variation.
Once an organization meets the following minimum threshold, a full-time sales manager who can manage a specific strategic sales plan is a must.
NABC can help you with a free assessment of your sales organization so that you can begin the process of moving sales to a more predictable and consistent level of performance. Email firstname.lastname@example.org or call 480-229-7800 to discuss details.
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