Information You Must Have to Adjust and Position Your Business for Growth in the New Normal.
Business owners, Private Equity firms and Venture Capital firms are all having discussions on how to reduce costs but not hurt future performance. They are wondering:
“How do I save the business today and not set it up to fail in the future?”
There is one critical Data point everyone must consider when reorganizing and restructuring organizations but sadly most management teams will not gather this data.
In this article I will reveal what this last piece of critical information is you must capture to strategically pivot, reset, retool and reorganize your sales organization to survive today and thrive post Covid-19.
What makes this current disruption so unique and hard to navigate?
Covid -19 was not a single event we experienced and worked through. It is an on going event with new information daily. We also see not all businesses have been impacted the same. Some customers are having difficulty paying their bills on time not to mention the emotional toll this crisis has had on employees, their families and coworkers.
There is one major data point I always consider when retooling and reorganizing sales teams that adds tremendous insight to your sales strategy. What is this illusive data point most teams are failing to consider?
Your customers! (and how they want and need to be served)
This sounds so logical, so intuitive that many struggle with the thought that something so simple could have such a large impact on your bottom-line.
Now is the time to intimately understand your customers and be able to answer questions like:
Why do customers buy from you?
Why don’t customers buy from you?
How are your buyers buying?
Have your buyers’ buying journey changed in the last 30 -90 days?
Do your buyers have new buying criteria they did not have 90 days ago?
In a Harvard article recently released titled: The Most Important Metric You are not Tracking Yet, the author shares how most organizations consider themselves to be customer centric, but they are failing to take into consideration how their customers’ needs and expectations have changed since Covid.
What’s a CPI?
CPI is Customer Performance Indicators.
What are some increments that are important to customers?
Time
Convenience
Options
Dollars Saved
Value Delivered
We not only need to gather internal data and customer voice insights but we also need to do so quickly.
Companies who will survive and thrive post Covid -19 will gather data quickly, capture the voice of their customers and establish current CPI’s.
If you would prefer my help providing unfiltered, unbiased customer voice data quickly, lets schedule a call and I would be honored to serve your team and position your team to become stronger today and a market leader in the future.
