Michael Webb <\/a> all are up in arms about the tremendous wastage in sales, where such low rates are common. \u00a0A few process trainers have ideas about bumping up the percentages a bit with different behaviours. \u00a0But that is just icing a flawed cake<\/p>\nNo one in senior management recognizes that this is a much bigger issue (yet fairly logical to address). \u00a0If you present a solution that solves a real customer problem, that he can recognize easily, \u00a0your sales cycle shortens. \u00a0You need to start to remove the obstacles to selling that you have created yourself.<\/p>\n
In using our sales and marketing framework Rocket Builders find big self made linked obstacles\/inefficiencies \u00a0in many places in companies, such as:<\/p>\n
\n- product management<\/li>\n
- marketing management<\/li>\n
- channel management<\/li>\n
- executive management but<\/li>\n
- rarely in sales management<\/li>\n<\/ul>\n
The blind spot is that if an executive does not know what they do not know, where\u00a0would\u00a0they find out? In your company, do not be content with accepting long sales cycles and a decreasing return based on using the numbers game. \u00a0You have created these yourself and you must find the root causes (Its your job as CEO) . If you are on a Board of Directors, you should be asking lots of tough questions. Do not know the questions to ask? Give me a call!<\/p>\n