Soar to Success August 2021

H ow do we profitably grow our sales? How do we build business development processes and systems that consistently deliver results? If you are the leader of an organization and have asked yourself these questions you are not alone. If you are looking for answers this article is for you. Many CEO’s business leaders and business owners are frustrated. They typically started their careers in operations or finance. If you want to improve something you look at the data and make strategic adjustment and monitor the results. However the business leaders I serve often share… Why is sales so frustrating? Why can’t sales run like my manufacturing facility? By Mark Allen Roberts Your Biggest Sales Bottle Neck to Growth May Surprise You Why can’t we have inputs that drive predictable results? Why does sales feel like some dark art and I can’t ever seem to have predictable forecasts? What I often find is that this growing frustration is the result of two factors: First, the sales team has never received the sales skills training to effectively and efficiently deliver results in their roles. They have strong product and applications knowledge but they have never been taught how to sell. (Wewill leave this topic for a future article) Second , the biggest sales bottle neck to growth may surprise you,,, it is the number of meaningful conversations that sales is having that turn into revenue. What salespeople are doing each day to find and secure conversations that could lead