Wednesday, 14 August 2013

To become the No1 in the market a business has to act and think like the No1.

To become the No1 in the market a business has to act and think like the No1. 

The 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 

In 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.

Sales 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 basis?

Many 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).                  t: 0845 3081377