Why “Get more innovative” approach does not work ?

“You need to think more innovative to get business”

Many sales people hear this on daily basis.

( The irony is most bosses dont know themselves what do they mean by “thinking innovative”)

Often client servicing teams in companies are considered living beings with magic sticks. Companies feel that just hiring someone with a title of ” Sales / Client servicing Executive” is enough for business to start rolling.

The cycle of unnecessary pressure starts when:

1) Managers submit projections to the company without properly analyzing the market conditions.

2) Once the unrealistic projections are not met, sales people from teams are pressurized and sacrificed to save position of someone senior who often projects the next year’s targets wrong again.

3) Worst of all, the only argument generally weak managers have is ” Get Innovative and Get business” – but there is absolutely no vision and clarity for sales on “How to get innovative”?

Companies need to have robust KPIs system which appreciates performers & weeds out non-performers -BUT this needs to be supported by a culture where creating innovative ideas and road map for sales is considered responsibility of team leaders while executing them on ground be a sales initiative.

Agree?

#GallaVichaar

#SalesTips #GrowthMindset

Published by: Zeeshan Sajid Amin

Zeeshan Sajid Amin is a Senior Media Professional with proven record of driving better revenues, productivity & profitability for the various companies he worked with. His key expertise Include (& go beyond) : Revenue generation, Ideation, Content, Partnerships & OTT. He has participated in launching major sales campaigns for several leading regional media houses/television channels, including ARY Digital, B4U Aflam, B4U Plus, NEO Cricket, Zee Aflam and Zee Film Hindi, contributing in recent years to multi-million $ revenue generation. Follow him on Linkedin: www.linkedin.com/in/zeeshansamin

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