Building a successful business in sales is not an easy task to do. As you may have noticed by now, there is a vast spectrum of elements that converge in building a model able to adapt in a continuously moving market.
That´s why today we are going to discuss a very important topic, some of the biggest threats affecting companies with salespeople. Things that can really give you and your business a hard time if you get caught off guard when unexpected situations occur.
Truth be told, a business can hardly be carried by one person’s shoulders, you need others to make it take off. If you are the only one converting leads or pushing to develop a relationship with clients without any help, or even worse, with very poor help from your team then there is definitely something wrong in the picture.
Let us think of another problem. It is frequent to come by a business whose owner has to rely mostly on one specific member of the sales team, the best one. This successful worker can even be responsible for 50% of the company’s revenue. Credit where credit is due, there are a lot of talented people out there but that´s not the point. What happens if that person decides to leave?
That is certainly a good question, but there is no general answer. It all depends on whether you have or lack a structured sale system.
In fact, I saw some so some data the other day that said that only six percent of companies actually have a sales plan. That´s a big threat on its own!
Having a structured sales system takes the pressure of hard-working individuals, meaning you don’t have to depend on one specific person to deliver most of the revenue, but the most important thing it does is that it organises your entire network. You should not have to worry if one of your team members leaves because there is a system behind which you can count on. In this scenario, you are already thinking of different names and phone numbers to call, you have an effective hiring method, you know what to do.
This is just one of the ways your business can find itself in a bind but it is not the only one. Different areas have different issues and they all require attention and action, that’s why in today’s episode we are going to go through four of the most important forms in which an inadequate approach to the overall sales system can become a threat.
If you want your business to accomplish a resilient position, there is a very huge and complex arrangement of elements that must be attended constantly. The good news is, that if you have the tools and the knowledge to take action whenever a potential threat must be faced, if you are standing on solid ground then they become manageable.
So, if you are interested in learning how to build an effective sales structure and in knowing how to act when unexpected situations menace your business, I encourage you to listen to this week´s episode.
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