In today’s economy, relying on the same strategies used last year is a recipe for disaster.
Why do so many companies struggle with sales?
- Is is because they have created barriers to sales success?
i.e. are they really good at "Sales Prevention Tactics" as opposed to creating marketing assets?
- Is it because they do not have an updated strategy for growth in 2011?
Beyond strategy (identifying a profitable niche where you can be #1 or #2, think GE as there is no #3) and before focusing on personnel (over reliance on sales agents is the most common management mistake we find) successful revenue strategies require:
- Market Validated Portfolio Approach for Attracting, Retaining, and Growing.
- Use multiple routes to market
- Sell multiple solutions to multiple segments/markets
- Intelligence. Real-time market and competitive INTELLIGENCE to constantly re-evaluate and adjust strategies and tactics.
In closing, today’s difficult economic climate and operating environment creates complex challenges to creating growth. The current economic realities place more stress and new constraints on leadership to make the right decisions and adjust their strategies. By employing specific tactics like creating marketing assets that mitigate both investment and execution risks, the stated business objectives can be achieved, even in this most difficult economic environment. In today’s market, ensuring your success is all about increasing your probabilities of success.
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