In sales many seek the quick fixes that range from sales training, incentives, hiring new sales managers, new salespeople or some motivational speaker. Yet in a few days to a few weeks, the sudden burst of sales productivity gradually returns to its pre-quick fix levels.
In the story Alice in Wonderland, Alice approaches the Cheshire Cat sitting in a tree. At the foot of the tree are various paths. Alice asks the Cat “What path should I take?” The Cat responds with “Where are you going?” Alice states “I don’t know” and the Cat then replies “Well any path will take you there.”
Clarity is essential in sales, in business and in life. If you don’t know where you are going with crystal clear clarity, you will end up taking the wrong path.
Many SMB owners and C Suite executives in their efforts to increase sales confuse symptoms with problems. They believe lack luster sales are the problem when in reality the poor sales are usually a symptom of one or more problems. All of these problems return to a lack of clarity. Without clarity there is incredible miss direction and misguided decisions.
For the last almost 20 years I have been working with SMB owners and sales professionals. Given that most have never invested the time to determine where they are going; how they are going to behave and what they are going to do in the immediate future to get to where they are going, I am not surprised by the inability to increase sales or sustainable business growth.
The lack of clarity is the reason for executive coaching. These professional coaches look to support their clients in gaining crystal clear clarity.
Years ago I wrote an eBook entitled Triage Business Planning with this message on the front cover:
Know Exactly What to Do and When to Do It.
Track the Right Things to Produce the Right Results Avoid Misdirected Actions and Misguided Decisions.
If you have any hesitancy when reading the previous words, then you probably lack crystal clear clarity and may be subject to the temptation of quick fixes.