Hitting sales targets requires more than
just a go-getter approach and sound product. When it comes to your annual
reports, it's your top line and bottom line that speak volumes. Have you made
the cut? Have you hit your mark? If you can't answer with a definitive "Yes!”
then you've got work to do.
Many business owners think of their
business in silos – business tech, finance, marketing, operations, sales,
strategy – each unit is fractious an independent. The marketing guys are averse
to talking with the finance team, the business tech team will only consult with
operations if something has gone horribly awry.
The sad truth is, there's a multitude of
organizations that operate in this flawed fashion. No wonder so many businesses
never survive past the one-year threshold.
Efficient businesses – effective,
successful businesses – look at these fledgling companies with a keen eye to
see where they have failed. Effective, successful business
strategy consultants do the same.
Imagine you're building a house – you
wouldn't trust a contractor to put one of their builders into each room without
seeing the whole plan. So why would you trust a typical business consultancy
firm when their approach is to send an expert into the sales department without
ever speaking with the marketing team or the financial department? It doesn't
matter if Michelangelo is shaping the marble in your master en-suite if the
rest of the house looks like Gaudi.
When selecting a business strategy
consultant, look for a firm that employs co-creation approach
, that examines the entire floor plan of your business so that
all minds are mobilized as one when tasked with hitting sales targets. From the
foundation to the fourth floor addition, a competent corporate consultant will
wire your business so that your entire corporate world can see the light.
When it's fourth quarter crunch time and
your sales team needs to meet its target, there's no substitute for getting
highly tactical, and fast. From key account planning to sales force
mobilization, consultants will work with the leaders in your organization
as well as those that need the extra push.
Moreover, a science-based consulting
strategy will not only motivate and educate your departmental players, but it
will mobilize them to work constructively and cohesively towards a common
Seek to create strategy sessions that are
closely monitored and meticulously organized, grouping various teams of
individuals together to discuss key subtopics and eventually assembling a
widely versed and insightful critical mass together.
Find confidence in a business strategy
consultant that will propel your entire sales force along with the rest of your
business into a new stratosphere of sophistication. Working with a consultant
should incite a full-scale realignment of thoughts and ideas, an educated
understanding of the current marketplace, a fundamental perception of your
products both internally and externally, and a dramatic re-envisioning of how
those products end up in the hands of your consumers.
are times to sit back and let the waves carry you to shore and there are times
to get on the board and ride that wave right back to sea. Get your sales force
in motion and make the right moves towards not just hitting your sales targets,
but exceeding them.