Sales is broken!

If I had a dollar for every time I heard someone comment “Sales is Broken,” I would be a millionaire! Unfortunately, it’s been my experience that this is the first place organizations focus when they are not meeting revenue goals. But I’ve learned the hard way that 90% of the time it is not solely a sales issue, but requires a comprehensive look at the “go-to-market” process. Reviewing your go-to-market process requires the complex, and sometimes daunting task, of unraveling and questioning of all components.

Ask yourself - is it the offer (product or service), packaging, market awareness, sales process and organization, service, or on-going account management that is creating the miss? Your most likely answer will be “yes” to all the above. At first this may seem overwhelming, as it requires a holistic hard look in the mirror for the team. But the results are always worth the work. Everything starts with the offer – because distinct products and services require different marketing and sales tactics. So, the next time someone says…” Sales is Broken” take a few minutes and ask yourself “Is it really?”