Sportspeople know winning is about preparation as much as the event. Businesses must be just as proactive. For B2B, it is vital. The parallels are very striking. For sports, it is all about planning, training, skills development and coaching – putting yourself in the right frame of mind, focusing on the right tasks and with the right team around you. Every team member has to perform in a clearly defined role.
In the same way, for any sized organization, your sales effort is vital for your business. Everyone who is customer facing has a role to play. But do they have the right priorities or are they running after shadows? Do they have the right skill sets, do they have a plan to follow that will get repeatable business performance? Are they following up those vague, undefined opportunities from new potential customers that may one day become your largest business partner?
If you are working in a smaller business, it is even tougher. Just as professional sportspeople can afford a retinue of coaches and trainers, large businesses can support a professional, full-time sales team. For most SMEs, this simply isn’t an option. Often, winning new business falls to a founder or technical lead, or an operations manager. It may have developed into a full time role or several people may share it as part of their task. They are usually not originally sales people (and this is a good thing) so how can you help them develop the skills they need?
Now, this isn’t something that needs to worry you.
Drop a line to No2ndPrize and we’ll help; check out the ways we can help Here.