This Business News Story Was Uncovered By Us From: https://blog.eonetwork.org/2019/02/7-questions-ask-sales-falling-short-plan/
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Written by Mark Moses, founding partner of CEO Coaching International and the author of Make Big Happen. A version of this article originally appeared on Mark’s blog.
Your numbers never lie. If your sales are falling short of the targets you’ve set, it’s going to be right there in black and white—and maybe even some red.
The reasons for those shortfalls, however, are often mired in gray areas among your people, your processes or your vision? It’s no wonder struggling CEOs have so much trouble identifying the source of issues. Better questions lead to real answers. If your sales are running short, begin by asking these seven questions to bring into focus your problems and potential solutions.
Why do you think your sales are falling short of plan?
“Why?” can be a very powerful question, as long as you don’t settle for the first answer. The 5 Whys technique pioneered by Toyota forces you to drill deeper into your issues until you’ve identified the root cause.
For example:
Why did our sales fall short this month? (We made fewer sales.)
Why did we make fewer sales calls? (We had fewer leads to work.)
Why did we have fewer leads? (We sent fewer email offers.)
Why did we send fewer email offers? (We were short staffed.)
Why were we short staffed? (We didn’t plan well for two people who were on vacation.)
Bingo. Turns out your sales problem isn’t a sales problem: It’s a staffing problem. Now fix it.
What are the three or four specific and measurable activities that you are measuring every day, week, and month that drive your top line growth? Can you show me the report?
It’s shocking how many blank stares I get from struggling … Read More
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