Growing Your Sales –
The 4 Most Common Mistakes Leaders Make

by Dave Kahle

Every business wants to grow their sales, and every businessperson has visions of an organization growing in size, profitability and influence. For most situations, it is the essential step to reaching their goals.  The important question that most business leaders ask is this: “What’s the best way to do that?”

            Even though there are proven principles, practice and processes that can be understood in general terms and applied specifically, the problem is more complex than it seems.  All sorts of ‘solution providers’ have jumped into the space, proclaiming their solutions as the best way forward. I receive at least two or three unsolicited emails a day, for example, from people claiming their software/service/company is the answer to growing my sales.

            Because the issue is fraught with uncertainty, business owners often resort to solutions which worked for someone else, some other business model, or some other time, and hold tenaciously to them out of fear of the unknown.

Your sales people probably don’t know what they don’t know

There is a whole world of best practices for B2B sales people that can transform a sales person’s career – but only one in 20 have been exposed to it. 

We can help you change that with our propriety Immersion B2B Selling System.

15 minutes a week. Less than the price of lunch.

Other people can teach you sell.  We empower you to sell better.

As a veteran sales consultant, I’ve worked personally and contractually with over 500 sales organizations, and interacted with thousands more in my seminars, webinars and speaking engagements. I think I’ve seen almost everything and observed that there are a number of ineffective approaches that are particularly common.

            Here’s my list of the four most common mistakes sales leaders make in attempting to grow their sales.

Mistake Number One: Wishful Thinking (Delusion)

            These folks take the approach that sales is just about hiring good people.  So, let’s find the best people and let them do it.

            It is easy to understand why this errant belief is so common.  We have tons of consultants and authors who make their living helping people hire and manage good people.  It’s a regular theme for business books.  We’re all familiar with the idea of ‘putting the right people on the right seats on the bus.”

            I’ve rarely seen this solution work over time.  There are several reasons for that.  First, finding and keeping good people is i ... READ THE ORIGINAL ARTICLE HERE.

Featured YouTube Podcast:

Proactive Inside Sales

Here’s my response to this question:  How can we get inside sales to do some proactive sales activities each day?  We want our inside sales people to use some of their time to shift into the proactive mode to make outbound phone contact to existing and new business.

Blog Post: https://www.davekahle.com/inside-salespeople/

Podcast: https://directory.libsyn.com/episode/index/id/23412482

FEATURED PODCAST:

When You Change the Strucutre, You Change Everything

If you want to improve the productivity of your organization, and particularly your sales team, focus first on the structure.  When you change the structure, you change the behavior of the people who operate within that structure.  Let me explain.