Trying to solve strategy problems with sales solutions?

Something I commonly observe is a business trying to solve a strategy problem with sales or marketing solutions.

Common symptoms of this disease are a flurry of sales training, incentives, commission structures, promotions, new campaigns and a revenue curve that barely budges upward despite increased budgets and heroic efforts of the team.

When you begin seeing those symptoms, it’s time to take a step back and question your fundamental business model, your products and your markets. Often a simple change in one of these elements will jolt the sales curve upward.

“Less effort, more results” is the sign you’re moving your strategy in the right direction.

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