Often new clients ask us what they can do immediately to impact sales because their trend line is going in the wrong direction.They share with us a new marketing approach, or all hands on deck sales blitz to make the end of the month quota etc.
I recently read Jim Collins book, Great by Choice and was surprised to rediscover the value/wisdom of a consistent, persistent, plan full and measured approach to achieving any goal. Collins explains that his research found that companies that marched 20 miles each day even if they could have gone 40 on a good day or 10 on a bad day were in the long run more successful!
The best sales people over time are those who consistently apply the 20 mile march strategy and never getting too far ahead of themselves yet rarely lagging to far behind.They don't panic and try to force a sale because in reality especially in B to B sales situations you can't force a sale and in most instances you don't want to try.
If you're applying discipline around a well thought out plan the chances of success are exponentially better, the turtle always wins in the long run!
Copyright © 2014 Dave Neal
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