Selling is an art and a science. When the sales plays aren't working, the traditional selling message isn't resonating, and people are screaming for better results. The definition of insanity comes to mind... repeating bad behaviors and expecting some type of better outcomes.
Read the data (the science) something is a miss... Things are dynamic, economies, industries, organizational priorities, careers, improvement ideas, tech/tools... and the skills of thes sales team. When things slow, it's time to listen, explore and experiment (the art of learning). Look for the success data and the indicators that can point you in the new 'best' direction and then make the pivot and track success (the data will help others figure out how to help amplify success).
Some examples of pivots (sales and product teams working together).
The idea that selling is a set-and-forget discipline is an issue in large declining organizations. In these types of places blame is the status quo response for any bad news or new challenge... and the idea of change is a difficult and scary option.
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