Here's an epiphany for you!
"Exactly when did it become acceptable that organizations operating in a complex sales environment would consistently lose more of its qualified sales opportunities than they actually won. And worse, would do little-to-anything about it?" >Why is this so?
The #1 Cause:
There is a significant failure on the part of organizations to build and maintain a sales pipeline of 'qualified' sales revenue opportunities where the total value of the pipeline is sufficient to ensure considtent attainment of revenue goals on a monthly basis.
The #1 Effect:
In a business to business (B2B), complex sales environment this translates into a failure to achieve revenue goals. One of the primary root causes is where sales approaches are often implemented 'tactically' with no direct correlation to a corporate sales revenue strategy. The results - significantly more of identified sales revenue opportunities are lost than are won.
To compound matters further, business models and strategies have to take into account an economy that is in serious trouble in both the short term at best. Simply stated, CEO's simply can't put their heads in the sand and 'hope' the problems will go away. I know, you're saying, who would do that? The short answer is a marketplace follower, that's who! This is no time for "if, wich, hope, desire" decision making.
In the environment ahead it will be committed leaders that win the day.
