Thursday, September 21, 2006

Don’t Wait Until It’s Too Late To Work On Your Sales Turnaround

I’m doing a sales turnaround assessment and planning project right now for a company that’s lost a large percentage of it’s sales in the last year. The CEO has come to us and asked us to help him devise a strategy to quickly get revenues back up to their previous levels. The company is losing money and while it has scaled back on it’s employee headcount and other costs, it’s still struggling to get close to breaking even. The company needs an immediate sales fix.

As most people know, there is no such thing as a quick fix when it comes to boosting revenues and accelerating sales. It takes time to design and execute a sales turnaround strategy. A lot of time the sales cycle itself can be the biggest impediment. Even when management knows what to do and how to do it, it still takes time to boost your top line revenues. Even worse, when management is either in denial about the sales problem or waiting, wishing and hoping for things to improve on their own, often times they will wait until the situation is unsolveable.

If your company is losing money and losing its sales momentum, don’t wait until it is too late to bring in an outside resource to diagnose and fix the problem.