…or maybe not flying at all!
It’s staggering how often business leaders and sales leaders can only muster up a limp concoction of what they are trying to create within their sales function.
No clear vision.
No clear idea for what success looks like.
Thankfully help is at hand.
Here is an excerpt from my book, The Intrepid CEO:
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Imagine walking onto your sales floor and seeing what you believe to be the essence of a fully functional, high performing sales outfit.
Take note of the energy, the rhythm, the collaboration, the activity, the focus; a well-tuned sales environment, no matter what the product or service, has a pulse and a dynamism – its clear that business is being generated. (Unfortunately, the opposite is all too obvious also.)
Is that what success looks like in your business?
Can you get a sense of what a well-oiled sales engine looks, feels and sounds like?
Are you filled with a sense of certainty and comfort that the engine of your business isn’t just ticking over but is driving your revenue and survival forward?
Is your head of sales driving the activity, contributing to the effort?
Are the sales managers accountable? Are the sales people invested? What’s the mood like? Are people talking, sharing, helping?
Getting the picture?
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Leaders: Look into your sales department, be honest, is it flying or limping?