Don't fire the sales team

 



Income is reduced. Sales are slowing down. The CEO looks up from the business plan and realizes that the company will not meet analysts' expectations. Focusing on the organization's sales leader, the stage is set to sacrifice a scapegoat.


Who else should drop the ax when the sales organization falls short of revenue goals? After all, isn't the sales leader responsible for sales and revenue? The answer can be easily forgotten.


At one time or another, everyone in an organization influences the revenue-generating process. The overall revenue generation plan provides the strategic plan for the board of directors and the CEO. Satta king The marketing department provides vital demographic and psychographic information to customers that the sales department relies on to formulate accounts and industry strategies. Manufacturing, finance, law, customer service, and all the other departments make or break the revenue-generating process, each in their own bizarre way.


The impact of the sales organization on the company's revenue generation centers on the sales channel. The primary tasks of the sales and sales management team are to identify bona fide sales opportunities, manage those opportunities through the sales pipeline until they generate revenue, and then manage customer relationships. The sales organization rarely, if ever, controls manufacturing, marketing, financial, legal, and customer service resources.


The largest image of the companies present in the world shows the commercial organization "out there", in front of customers and clients and in front of the rest of the company's departments. Even marketing, the first cousin of sales, is often disconnected from sales and other departments. The sales group handles the load of the company, while the other departments take support positions, providing tangible and intangible support.


Revenue generation is an interdisciplinary process that encompasses the entire company and involves all departments and employees in the organization.  Play bazaar  The CEO and the Board of Directors establish a corporate strategy that is implemented by everyone else in the organization. We have never seen a situation where the sales organization struggles with every other part of the modern business with little to no friction. In the rare cases where the failure or underperformance of the business revenue generation process lies within the sales organization, the relevant sales executives, managers, and sales professionals must be held accountable and suffer the necessary consequences. However, before CEOs present their sales teams, they may want to take a critical look at the overall revenue generation process and how each business sector contributes or detracts from the success of the process. As America's leading psychologist, Dr. Phil would suggest: Every department in an organization contributes to or corrupts the company's revenue-generating process.

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