To become the No1 in the market a business has to act and think like the No1.
greater danger for us lies not in setting our aim too high and falling
short; but setting our aim too low, and achieving our mark. Michelangelo
business we often limit our success by our own inhibitions. Unless
sales strategies are developed which take into account the companies
goals and aspirations, together with the size of the market, instead of
relying on its historical performance, which set sales targets of +/-
X%, a businesses will never achieve its true potential.
targets should be seen as the minimum acceptable level of performance
and salespeople should be remunerated, rewarded and incentivised for
achievements over and above target, why else would a salesperson over
achieve, especially when the company sets targets on an historical
sales strategists will tell businesses to profile their best performing
customers and then target more of the same. Yes, this strategy will
improve the business performance however unless it is already dealing
with the leading businesses/organisations in the target sector it cannot
achieve its potential.
Paul Clayton is business management & training consultanct
specialising in business growth, strategic Sales & Marketing planning and
Customer Experience Management (CEM).
www.healdi.co.uk t: 0845 3081377