Soar to Success April 2021

I syour sales teampreparedtowintoday?Doyour salespeople consistently exhibit thediscipline to drive profitable sales growth? One way to ensure your sales team breaks the growing global trend of sales teams not achieving sales growth goals is to fix broken windows in your organization. I am very proud of my children. My son had a burning desire to serve others as police officer. Over the holidays my son and I were talking, and he shared something that I thought was fascinating; he called it the “Broken Window Theory.” The broken window theory suggests that visible signs of crime like cars stripped and up on blocks in the street, people consuming alcohol in public and other anti- social behaviors create an environment for more crime, including more serious crimes and bad behavior. Unintended behavior leads to a breakdown of community controls. One broken window leads to many if left unaddressed. Disorders drives fear and withdrawal from community laws and norms. By Mark Allen Roberts Increase Sales: Fix Broken Windows “Ok Mark, this is all interesting but how does this apply to driving profitable sales increases year over year?” I thought you would never ask! How many broken windows exist in your company’s sales organization? Do you know where to look? How effective is your sales team? Howmuch more effective could they be? What gaps (broken windows) exist that cause you to lose sales you should have won? Let me help you see the broken windows I have seen because you too may have grown accustomed to seeing themandmaywalkby them everyday and they are hurting your business. They look like this: Majority of salesperson’s time spent in non-sales activities Sales people not taking notes in meetings No sales pre-call plans Your salesperson talks over 70% of the time in meetings with customers