The Sales Archaeologist

Well it is now October of 2009 - the beginning of the last quarter for many companies. Most of the executives I speak with seem to have resolved themselves to the fact that this year wasn't a great one. The facts are that November and December are both traditionally tough months for closing business with major holidays at the end of each. That said I am not going to talk about turning your year around in the next 90 days!

I am however going to talk about 2010. Have you started planning yet? Have you decided what needs to change on the sales front? Have you given thought to where and how you can find some of that lost business? Are ther new markets you can penetrate? Are there new incentives that will help move your salespeople in that desired direction? Are the people you had able to execute?

These are all good questions but what I have noticed is that many of the "c" level people I speak with have not really asked any of them.....yet. That is the part that I find confusing. Most companies have a sales cycle that is longer than 90 days? That means those questions need answered and addressed now, not in January. If you are hoping to have an impact on 2010 then October is already too late.

One of the biggest things we notice and that we hear complaints about is complacency - now please don't be offended but I think complacency is just as rampant amongst "c" level executives and sales leadership as it is amongst the sales force. I am a little tired of all the complaining I hear about sales people and then the complete lack of action when it comes to solving those complaints. So please ask the tough question of yourself first. Am I ready for 2010? Has my executive team become complacent? After doing that you can address the sales force and effectively change 2010!