Look Around You – “Who Could – And Should –  Be Trained To Develop New Business…?”

By Sid Chadwick

“You always pass failure on the way to success.”………..….Mickey Rooney 

INTRODUCTION:

Are your organization’s Priorities – in writing, or clear…?  (Clear to whom….?)

Who would answer,  “Develop New Business” – as Priority Number – 1……?

Most Sales Reps increasingly tell us….”Getting an appointment –  is nearly impossible…..!”

However…. many Inside Sales Reps – at successful organizations – Report-In at the end of the Day…..What progress, what New Business – was developed that day….!

As an Industry Virus…..too many key participants - are Planning – by… “Looking Through Rear-View Mirrors….” (e.g., The Federal Reserve, Business Development Directors, Bankers, Government Planners, etc.) – but NOT your small business owner, or ambitious Industry Leader.

I continue to scratch my head at the lack of:

1.  Publicly Written Goals…!
2.  …that are Posted, and updated re. Progress – often…!

SUMMARY:

The lack of relentless pursuit of New Business, and Performance Improvement – is a Leadership Issue.

Only a few smart, “Looking Ahead at What We Will Need – That We Don’t Now Have” organizations – are signing-up for “Inside Sales Rep/CSR Education & Training Classes” – but – the number is growing….!

Interestingly , as we’ve increased the size of the next Class, over half the Students for the August 13^th 13-Week Class – are coming from CEO’s who had Students – in our previous Class…..that finished at the end of June…..!

“Diplomats are useful only in fair weather….As soon as it rains, they drown in every drop.”…………………..……Charles de Gaulle