The emphasis in many businesses is on selling more. Increasing sales is important. However, growing sales when there are fundamental problems or barriers can be disastrous, especially when the growth is rapid. A number of businesses have significant problems with people and processes. In terms of people, they either can't find enough qualified people and/or they have too many marginal managers and employees already in place. As far as processes are concerned, there is inefficiency and chaos surrounding them leading to mistakes, slowness in delivery of products or services and/or internal strife. Increasing sales puts more strain on both of these areas. As a result, there is the danger of deteriorating customer service levels, which could lead to loss of customers that might never come back. It is a good idea to deal with people and process issues prior to launching any major promotional effort that could lead to dramatic or fast increases in sales.
Good Luck & Good Selling!
Russ
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