You may be familiar with Arthur “Red” Motley’s quote, “Nothing happens until somebody sells something!”
Leaving aside the extent to which Motley’s perspective might be true, effectively managing the sales process and maintaining a path of steady revenue growth are every-day objectives within organizations of all types and sizes. And while many external factors, such as variation in the economy or competition, can significantly impact results, the selling process — like all processes — can and must be studied and continually improved.
In fact, when we recently surveyed a diverse group of business leaders about the greatest challenge facing their organizations in the near term and long term, we heard that the biggest challenge was to grow revenue. As noted in a previous post, we will be focusing on this subject from time to time going forward. In the meantime, a few strategies you might consider adding to your approach involve:
- Looking outward to test or confirm what customers deem most important
- Looking inward for opportunities to improve the sales process
- Looking forward to maintain an innovative edge, based on 3 key criteria
A more thorough explanation of these activities can be found in one of our recent newsletters.