It is a very common principle: you don't fix it if it isn't broken.
In many cases, this principle is indeed the best solution. But in many other cases, it is questionable. And here's why:
The overall impact of a malfunction is not always effectively measured.
For companies, the sales function is at the heart of growth. And sales are won with varying degrees of difficulty. When companies manage to generate a good revenue and to be profitable, business owners ask little or not enough questions about the health of the sales organization.
In the last few years, companies have had to go through a lot of adaptations. They bring their share of uncertainties, mistakes, enthusiasm, misunderstandings and successes.
If it has always been necessary to evolve to ensure the continuity of the business, the changes required today are more numerous and more difficult, because they directly affect the mentality, the state of mind and the adoption of new behaviours. It's easier to build machines than it is to change humans, who by nature tend to prefer the status quo.
Here are 13 powerful quotes to help you understand different dimensions of sales transformation and embark on this process with full knowledge.
Business leaders and owners constantly have to make decisions in their lives and for their company. Decisions made on the business side can have impacts on the private life and vice-versa.
As human beings, we put in place our own tactics to help us in our decision-making and we build our own process to improve our ability to make better decisions. At the level of business leaders, the consequences of poor decisions or lack of decisions can go very far.
Moreover, when business problems become significant enough, it is usually because they have not been solved when they were still controllable. This is often the consequence of several missed opportunities to make "small" decisions.
When the economy's doing well, business tends to do well. In turn, this reality influences the behavior and decisions of business leaders who, unfortunately, may take easier paths and don't make the necessary difficult decisions.
Complacency's the worst enemy for a sales organization. It's the enemy for anyone who wants to perform.
An essential element to consider when evaluating a sales VP’s leadership quality is how they got to that position in the first place. How they became VP is usually the significant difference between the sales VPs of small and larger businesses.
Let’s examine some of the challenges VPs encounter depending on their work environment.