Is your business having a Sales Prevention Program?

I am a sales manager, I have been making my living selling technology for the last 7 years, in Latin America, the US and Canada. I am always impress by the amount of Sales Prevention Programs available in so many big and small companies.
The Sales Prevention Program are all those activities that are done that keep people from making sales, the internal endless meetings for example; the planning for the sales process instead of actually making sales, are two typical and common examples.
In many cases, businesses struggle with sales, not because they don’t have a great product, not because they don’t produce excellent results on the projects they embark, but because they don’t sale, the have in place a Sales Prevention Program, they lack any system or investment of time, or process for the sales.
Sales are hard, they are hard to do, hard to make, and hard to keep them coming, they require time, and effort, if your sales process is not growing, your sales are dying.
Internal meetings, are another typical Sales Prevention Program, that many organizations had, lets meet for product inventory, or to brainstorm, or to discuss the lack of performance, or the quarter numbers, or many other examples, those tend to be call Sales Meeting, but in reality are all but sales, they are Sales Prevention Programs called Sales Meetings, Sales Meetings are opportunities to train, to improve Sales abilities, to improve technique, to practice sales, not for anything else.
Are you doing Sales Prevention Programs or you are making Sales Improvement Programs?
When was the last time, you pick the phone and make a cold call, or spend 15 minutes researching a possible costumer and make the call, or call your costumer and propose a new project, when was the last time you use your time to sell something? If you can’t recall when, most likely you have a Sales Prevention Program in place. Many Small Business owners, because of fear, establish these Sales Prevention Programs, they don’t trust their Sales Team, or lack a Sales Team because they have a great product, and they will be able to sell when need it, or in the time that sales slow down, begin trying to help their sales force, and sometimes they are good at sales, but in many cases, they get to be their biggest obstacle, they get to the point that it is more difficult to sell internally than to the costumer, they without their knowledge establish a great Sales Prevention Program.
Do you incentive sales, of do you have the best Sales Prevention Program of your industry?

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Published by

Augusto Pinaud

Augusto Pinaud es Coach de Tecnología de Productividad Bilingüe, Especialista en Nozbe Teams. Augusto trabaja con dueños y gerentes de pequeñas empresas, ejecutivos y profesionales en productividad, tecnología y mejora de procesos utilizando una variedad de tecnologías de productividad.

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