In a previous blog titled Sequester Your Way to Profitability, I focused on sequestering your expenses. For that message, I assumed that you were doing all in your power to grow sales, and the focus was on getting control of and reducing expenses. We are probably never doing all in our power to grow sales, so let’s focus on a couple of ideas not often talked about.
First let’s sequester or “take control” of our sales assets. Too often they have control of us. More to the point, our sales staff can control too much of what goes on in the company. Also, our marketing plan, if we have one, tends to run on automatic. Here is a list to consider for regaining control of your sales process:
Other PIworld.com bloggers are much better than me on dealing with and motivating sales and marketing people. However, from the point of view of a business owner, I feel we are way too soft when it comes to demanding performance from our sales and marketing assets. It’s time we sequester these assets, meaning take control of them, rather than letting them control us.