Summary
"Every entrepreneurial company has no choice but to focus on sales. Most of the great leaders–military, business, government, and entrepreneurs–are great salespeople. Great product
concepts are one thing; great product successes are another. The difference usually centers on sales. The magic may be the brand, but the carpet is the sales force. Your brand can’t fly without it."
John Bello, founder and former CEO of South Beach Beverage Co.
THE DIFFERENCE THAT MAKES THE DIFFERENCE
According to Albert Einstein, the definition of insanity is to continue to do the same things in the hope that those things will miraculously achieve a different result. If that is the case, then
sales managers who are not happy with the results they are achieving must make changes.
Organizations that want to increase their sales results need to approach sales differently to create "the difference that makes the difference" and positively impacts business results. When most
people learned that age-old equation of cause and effect (for every reaction or consequence there is an action that caused it), they learned an important principle, vital to modern businesses.
Organizations need to fully consider what they can do differently to cause their desired results. Or to put this another way, if their desired effect is improving business results through increased
sales revenue, what will consistently, effectively, and reliably achieve this goal?
A COMMITMENT TO EXCELLENCE
Organizations and salespeople who have 100% commitment to doing whatever it takes to elevate their sales to a whole new level are the ones most likely to succeed. Trying to operate a sales
organization without total commitment is like trying to drive a car without fuel. But every organization has the potential to harness the power of their salespeople just as surely as oxygen pumps life into the human body.
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