Why Sales Don’t Grow

 Why Sales Don’t Grow

It is hard to believe the year is drawing to a close. This is the time when people look at the past year and plan for the year to come: How can our organization be more effective in 2017?

Many companies simply pronounce that they plan to grow by XX%. They may have missed the goal last year, so it is that much more important they hit it this year!

Most people know the definition of insanity: doing the same thing and expecting different results. There is a corollary that I think applies to numerous organizations:

The systems, processes and tactics currently in use provide

exactly the results they were designed to give.

If you want different, better results you must design and implement new and better systems, processes and tactics.

The article that follows from Dave Kurlan identifies 10 key reason why sales don’t grow. And while that is interesting reading, his 4 reasons WHY these reasons exist is even more telling.

My own 35 + years of experience perhaps may add some detail to Kurlan’s. With regard to change, there are 3 types of companies:

  • Younger companies, having a new experience with an issue, may just want to read a good book and think that will solve the problem
  • Companies that have been around for many years have institutionalized the problem, and think it is the paradigm: it’s just how things are
  • Organizations in-between seem to be more open minded to changing how thing are; they realize that they are responsible for making change and creating an environment and culture that will succeed over time

Enjoy this article and think about where you would position your company…

To learn more, check these out:

Rocky Mountain Business Forum “Audio Blog” Episode 65: Steve Parry – Five Key Steps to Management: http://rockymountainbusinessforum.com/episode-65/

White Paper – The Modern Science behind Sales Force Excellence

Tool – Sales Force Grader

Tool – Sales Process Grader

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White Paper – The Challenger Style and its Impact on Sales Selection

White Paper – The Modern Science of Salesperson Selection

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