Avoid Fat, Dumb and Happy

It is not uncommon for sales people that have had some success to rest on their laurels. They become somewhat complacent and lose the discipline and intensity they need to sustain success. Bear in mind that success can be very short lived. It is important to develop a discipline about managing your sales and territory whereby accountability remains strong, processes are not allowed to become inefficient and disorderly, and customer service is consistently outstanding.

Good Luck & Good Selling!
Russ

Grow With Caution

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