I can't think of one sales leader who has ever told me that they leave their sales success down to luck, hope or serendipity.
I equally can't think of one sales leader who has ever told me they that they rely solely on ambition to ensure the success of their sales team in finding and winning the deals they need to meet their individual targets either.
They all have a plan to achieve their targets and sales numbers.
What I've found marks out the consistently successful ones from those going with "luck, hope and serendipity" is when an organization has really done the workbefore it presses the "go" button.
And how can you tell that?
It means everyone involved in selling and marketing the product or service (including the external agencies) can clearly and confidently explain:
Those organizations that can answer these questions tend to have ALL of their resources (sales, marketing, lead generation, operations, support, channel etc.) lined up and pointing in the same direction.
They equally have realistic targets and achievable strategic objectives based on knowing what deals can be done and where the money can come from.
On the whole organizations that plan in this way spend more time on deals they can win and less time with their fingers crossed, stuffing their pipelines and throwing good money after bad at their marketing or lead generation engine.
I know which I'd be going with. How about you?
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