The 7 Deadliest Business Sins

All companies need to increase sales and improve their performance on a continuing basis if they are to survive. Most companies lose between 10-20% of their customers per year due to bankruptcies, mergers and simply because the customer stops buying. Studies show that 66% of companies consider that sales and marketing are the key issues for their business right now. But they are less likely to do something about it than cutting costs. Here are the 7 deadly sins – mistakes that many companies make in trying to improve their performance.

Sin 1.  Get out and do more sales

This is the normal reaction of most sales managers. When their teams are not performing well they will require redoubling of efforts in either sales visits or telephone calls. But doing more of the same thing will necessarily get more of the same result: below target performance.
A review of their target customers, messages and better understanding of benefits is more likely to achieve results
required. They need to work smarter not harder.

The second sin, Discounting, available 19th May

This article is reproduced from our in house newsletter. “Boost Your Business” May 2012. 

Read the complete article

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