article | November 9, 2014
Will You Break the Sales Bank in 2015 or Will It Break You?
Rick is a sales guy. We call him the human ATM.
The human ATM has a problem. Actually, two. But before we get into that, let’s meet Rick.
Here’s his secret:
And yet, once again, our hero is blowing out his silly little number, making wads of cash.
But it’s that time of year. Rick the ATM faces his customary problems. Before I share those details, let me sum up the root cause.
Wysazz Corp has a jumble of goals and tactics masquerading as strategy. SBI’s Annual Research cites this amongst six reasons 78% of companies have the wrong sales strategy.
How on earth could this cause not one, but two, problems for Rick???
Problem #1: Rick is unsure whether he’s better off shutting it down for the year or pulling in that last deal or two.
Problem #2: Rick knows that he’s going to get a giant quota increase next year. That’s the drill. The company tacks on growth to whatever you did last year. Blow it out, lean year, blow it out…
Whether you’re a salesperson or a VP of Sales, you both lose from bad strategy. Here are two examples derived from the story above:
In case you were curious, the root causes in the above scenario are:
Our research covers world-class practice in these and many other areas. Read it to get your organization positioned to make the number in 2015.