Challenging the Sales Leadership of “We’ve Always Done It that Way”

How many times have you heard those in sales leadership roles when given a new way of thinking state something like “We’ve always done it that way?”  This tunnel vision thinking fails to move the individual, the team, the organization and even the customers forward toward even greater success.

Those involved in continuous improvement hear this statement or something similar to this statement numerous times.  For example, a chair is in the corner of a room and has been there for years.  When asked why is the chair there, the answer is “because it has always been there.” The chair serves no purpose except requiring cleaning people to move it to dust and clean around it.

I remember a story about a young woman who questioned her mother why her mother cut the ends off a roast. The response was because that was what grandmother did.  The young woman asked her grandmother the same question.  Grandmother’s answer was to get the roast to fit into the pan.

“We’ve always done it that way” is being heard more in SMB sales leadership than ever before. This statement becomes a fallback position of complacency.

With greater emphasis on content marketing, social media marketing and changes in the buying decision making process, how the sales process is implemented may require minor as well as some major tweaks.  Yet, reluctance to let go of the status quo by many in sales leadership roles is still very much present.

Last night I heard a compelling presentation about how a local airport could be a dazzling economic gem. Beyond what appears to be considerable mismanagement, there also appeared to be an attitude of “we’ve always done it that way.”

For anyone in any sales leadership role including those on the sales team as well as all employees within the organization to be satisfied with the status quo of “We’ve always done it that way,” limits everyone within that organization. Human beings are designed to change.  Organizations are created by human beings.  Efficient and effective change is required to stay competitive in today’s dynamic business marketplace.

The questions to ask yourself:

  • Are you willing to be that change? – Your decision
  • What do you need to do to be that change? – Your critical thinking skills
  • How will you go about to ensure the change is positive and sustainable? – Your ability to execute

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