One of the more common business issues that weigh on owners and senior leaders, particularly at night when they should be sleeping, is the ability of their businesses to meet sales objectives. A business is committed to daily expenses that must be absorbed by incoming sales in the form of orders from customers that can be delivered within a time frame to absorb current period expenses and produce a profit.
The Simple Sales Process
The sales process is dynamic, complicated and the lifeblood of the business. A simple form of the sales process is demonstrated by a street vendor selling hot dogs from a cart on a busy city street corner where the owner/operator hopes to encounter enough hungry people walking by to be enticed to buy his product.
If sidewalk traffic is low, bad weather interferes or people just aren't buying, the owner can make decisions to alter the approach to reaching customers. They can move to an alternate location, move under a canopy if foul weather is present or advertise a special offer to increase sales.
Unfortunately, the owners of many businesses may not be able to enjoy the close relationship with prospective and repeat customers like the street vendor and make immediate changes to the sales process. Typically customers of many businesses are . . .
by Michael Lee Stallard / CEO Advisor
Dominant companies can discover that they have not kept pace with changing market conditions and like Radio Shack fail to change and become less relevant, replaced by emerging companies in tune with the market and customer interests. Why does this happen? Many people who run companies are averse to change.
How do companies avoid this pitfall?
- The workplace culture is designed to cope with change.
- Cultures of control and indifference do not adapt well to change.
- A connection culture provides the right environment to navigate change and diminish the corrosive effects of stress.
- Members of a group share an identity based on a mix of vision, mission, values and reputation.
- Key attributes of group with a successful connection culture: Shared empathy, understanding and two-way communication.
Is your organization culture in the way of adapting to changes in the market and business environment?
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Note: Ask yourself the following questions.
- Do you involve various levels of your team in the development of "your" business culture?
- Do you have an approachable demeanor that minimizes barriers to communication?
- Do you share financial data with your team to show them the impact of ideas as they are implemented?
If you are looking for guidance on developing your organization culture contact Mike to learn about the Executive Coaching services available from Brice Consulting for you and your organization.
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