I wonder just how many businesses are currently operating under the misapprehension that their sales strategy is the same as their greater business strategy. You could take that one step further and assess of those sales strategies, how many were engineered solely with CPIX and revenue growth requirements in mind only. This is a classic mistake of many established businesses – we take last years’ performance (financial) and add 10% without really investigating what the true market opportunity is, or what our competitive advantage is, or indeed are we on track towards our vision? It’s clear: Your sales plan ≠ your business strategy.
June 30, 2016