Gino Wickman’s Entrepreneur Operating System (EOS) claims, "For a business to be successful, it must perform…
I want to discuss two sales initiative implementation traps you can get into when you’re implementing a new sales initiative. Maybe you’re implementing our Part-time Sales Management system, or maybe you’re bringing in a new product, some new pricing, or maybe new territories.
Two Traps to Watch Out For
For instance, the two traps you watch out for when you are implementing a sales initiative are the “early yardage” trap and the “more is better” trap.
Earlier in my career, when I started Sales Manager Now, I found my first client in the first week or two. I had been waiting six months to figure out my new business direction and someone gave it to me. Quickly, I had a business name and within two weeks, I had my first client for virtual sales management.
I thought this is going to go and I was ready to hire four sales management consultants. However, I started talking to my consultant and another advisor and they calmed me down. I didn’t even know what my processes and systems were yet, so they had me focus on the one client that I had. Consequently, we built Sales Manager Now to last. Fifteen years later and it is the same model. We’re expanding it and have a solid base. We have our own systems and processes.
It was good advice to slow down, where I might have just burned out and lost interest if I went too fast.
The Early Yardage Trap
The “early yardage” trap can show up when you get quick gains right away. You may start a new lead generation process, you do some advertising, you have a new way of selling and you get some quick wins and you’re really excited. And you may think, this is the answer!
But before you go ahead and start adding more on to that particular system or adding more systems, or more ways to generate leads, make sure your habits and your processes and your systems are in place. You might just have been lucky. It might have been the enthusiasm that had this initiative take off. In other words, take your time, watch it and make sure it doesn’t have dips 30 or 60 days down the road. Once you see that solid gain, then start building on top of that.
The More is Better Trap
The “more is better” trap is when you’re getting some success and you feel it’s a good idea to add new products or add more sales people. You may want to bring more into the equation and you start overwhelming yourself. Now, if that new initiative really isn’t strong enough, and it starts slipping, you’ve just added more weight onto a foundation that isn’t ready to manage it. We end up getting frustrated and hurt and we’ve wasted money.
To conclude, the motto I like to follow is: Go slow not fast, build it to last. This motto has paid off for us and it may pay off for you.
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