In a turbulent and highly competitive business environment in which every decision-maker remains acutely aware of the limitations of a still-recovering economy, there is no disputing the fact: sales remains a risky business. Lessons learnt from the financial crisis are forcing shareholders to approach growth strategy with reservation, demanding greater assurance of ability to deliver; likewise, forecasting and projections are no longer speculative objectives for management, but an essential safety net and corner piece of planning for any business. At every turn, business decision-makers are looking to de-risk the sales process.
By nature, the more cards there are making up the tower, the greater the potential for just one small piece to cause a structural downfall at a moments notice. However, through identification and successful management of the building blocks that make up the sales process, it may be possible to mitigate – if not eradicate – risks associated with successful selling in today’s turbulent market.
So what are the key risk factors that underline the sales environment? The process begins with exploration and qualification of the three elements of the “golden triangle” of sales risk: sales pipeline, sales people, and sales managers.
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