Posts Tagged ‘sales numbers’
Today there is incredible emphasis on sales numbers. CRMs churn millions of bits of data each day for sales managers to pour over with the hope to discover what is missing in their goal to increase sales.
A past article published by Harvard Business Review entitled “Know Your Customers Jobs to be Done,” examined the gap between data gathering and improved business results. What created this gap was this two-fold simple question:
- Why did the customer buy from you or your organization?
- Did the customer gain progress in working toward his or her goal?
People buy from people they know and trust because they are seeking forward progress, seeking to achieve a goal or goals. This seeking is determined by a variety of factors both external (driven by others) and internal (driven by the buying individual).
What is interesting to note in this article is the indirect reference to purpose. When people put purpose behind data collection and data analysis (number crunching), they lose sight of the “why” people buy. Believe it or not there is a direct correlation between one’s purpose and why people buy from that person or organization.
For example, my purpose is to be a trailblazer. This purpose attracts forward thinking people who are experiencing repetitive problems as they blaze their own trails. My ideal customer profile is geared toward these individuals yet many of my clients do not meet this ideal profile. And that is Okay.
Personally I believe in sales numbers. If you can’t measure it, you can’t manage it.
However sales numbers should never take a front seat to why you do what you do. You do what you do because purpose as it relates to people is one of our three primary motivational drivers (Theory of Self Determination) as noted by Deci and Ryan in their research.
Remember people buy from people they know and trust. When you remember that sales axiom, you will be ahead of the business and sales flow.Share on Facebook