Building and running sales processes and teams without experience is an expensive trial-and-error scenario! Can it be done? Sure, it has been done this way many times. Should it be done? In my opinion, no. Because…
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Yes and no are very strong and bold words to use. Especially when most of life falls somewhere in between the two extremes. And when the answer to a question sometimes involves something more complex than is immediately obvious.
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Sales trap: Assume you know what they want. Problem: If you assume that you know what they want or where they are in the sales cycle, then you start asking questions and giving information that may not fit with where they are at.
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Cleaning up data is expensive in both labor hours and new software configuration, data loading, as well as updating past accounts by the salespeople. The time required and the cost were a function of how many months of historical data is desired and meaningful towards future success.
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"Just tell me the price." "How much does it cost?" "All I want is your best price." "Can you just give me the price?" "How much is it?" "All I am looking for is a price." "What is your best price?" "How much?"
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What is worse than realizing you put the wrong person in a key seat? Realizing that you yourself have reached a level of incompetence. This is referred to as Conscious incompetence: In this stage, you realize that you do not know how to do something or did it wrong. You begin to feel discomfort because you acknowledged your mistakes or shortcomings to yourself.
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Beyond their qualities, skills, and character traits, here are a few demographics: they tend to be younger (most sources place the average between the late thirties and early forties), they have a technology background, and they were not in business during the last recession in 2007/2008.
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What if we encounter decision fatigue with our doctor, with the admissions officer handling our application, or when fundraising for a startup? What if we observe it with ourselves? After a day of many decisions, we are less patient when asked to make another, we take less time to consider the impact, and the decision turns out to be not as good as those made earlier in the day.
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We all have the ability to interpret the same situation differently. What looks like a smart risk to one person may be a dumb one to another. The Smart Risk Equation is simply a framework you can plug your own variables into that will help you draw a picture of the risks you want to take in your life.
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Capital investments are postponed. Operating costs are constrained. And, perhaps most importantly, headcount is reduced. It’s a tried-and-true response to an economic downturn.
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