The diet of whale depends on eating millions of shrimps. The camel can survive without drinking the water for seven months. The eskimo has to hunt for one or two whales anyhow, to survive for one year.
What does this indicate? How does it relate to business? What it can do to Sales of a company?
Accumulating many small customers to drive the volume growth, is the ‘whale’ type of business. A business which has possibility of quite a few lean months is the ‘camel’ type of business. Business which is dependent on a few customers is the ‘eskimo’ type of business.
The strategy of sales for each of this business will depend upon the type of business you own. Recognizing the business type and adapting to the appropriate strategy for #sales will define the success of your venture. What would be an appropriate strategy for sales? Is it only about trial and error? What works and what not? This may become a task for a small/medium scale #entrepreneur. Wearing many hats and juggling with business ideas, the business person and the business struggle due to poor sales.
There is a popular study and concept called ‘The Winning Edge’. It says that “the small changes to the areas that are absolutely vital to your success, can lead to really dramatic results in your overall performance.”
Successful sales person are just different around the edges. They are a little ahead in their most important areas and characteristics. That little difference makes them successful.
The good old 3D’s of Dedication, Discipline and Determination may take you near ‘the winning edge.’ However, the important point is that the Sales strategy, the business goals and sales persons’ personal goals need to get aligned to achieve ‘the winning edge’ in business.