A Tough Challenge in a Tough Economy

Source: Partner Insights

The following includes excerpts, reproduced with permission, from an article by Nathan Jamail.*

In this article, Nathan Jamail challenges business leaders to take responsibility for their business outcomes even in a struggling economy.

1. There is no room for a realist in sales

The question every sales team should answer when faced with an obstacle is “what can we do that does not require any other departments or things we cannot control to overcome this obstacle, then do it and do it again?” Great salespeople are visionaries who live a dream and find a way to make things happen.

2. Market share versus industry status

Unless a company has over 50 percent market share, the amount of market share will affect a company's bottom line more than the industry's downturn. For most businesses the solution is to increase market share, and that can be done by adding a new market segment or by taking customers from the competition. This requires a different skill set than required for getting current customers to buy more or for account management. This skill set is not new, but it may be a skill set that many veteran sales reps or top sales reps have not used in a long time.

Victims blame others and situations for where they are in life or for their performance and results. Victors and great leaders know that they cannot control every situation; rather. they can control their response.

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From Partner Insights, Aquila Global Advisors, LLC, July 13, 2010, http://www.aquilaadvisors.com.

*Nathan Jamail, president of the Jamail Development Group and author of “The Sales Leaders Playbook,” is a motivational speaker, entrepreneur and corporate coach.