One of the bigger stresses being applied to sales forces is the pressure to find sales now. The urgency to find sales, close deals, and get revenues back on track now, is enormous. As a result, sales professionals have been wired to only deal with people who are ready to buy now. And, they really are not educated or encouraged to develop a relationship that may benefit them over time.
What is the cost of this behavior. A recent blog post by Eden Sunshine asks a very telling question:
“Why don’t businesses woo their prospects anymore is my question? Why won’t they take the time to find an ideal prospect and basically say in so many words, ‘I believe I can help you and am willing to invest in building your trust and confidence in me and when you are ready, I will be there for you? Which approach do YOU believe will produce better results?”
Dave Cooke is CEO of Strategic Resource Group, llc an organization specializing in helping businesses increase their revenues through effective growth initiatives and employee development programs. His contributions and insights can be found on his blog posts, SalesCooke and Sustainable Revenues. He has also developed a new program for sustainable revenues in a down economy, known as SuRF. To download this case study go to: SurfWhitePaper.com.
Right on Dave. The underlying issue is pressure and the nature of most businesses to be in reactive mode. Let’s face it, average businesses are always in reactive mode – fire fighting if you will, regardless if the economy is good or bad. Great business know how to work proactively. They are the ones way ahead of the curve.
I recently posted the Level 7 Manifesto – For Entreprenuers Looking for Simple Solutions to Businesses Most Complex Problems and Frustrations. http://level7blog.typepad.com/level_7/the-level-7-manifesto.html