by billc | Mar 31, 2009 | Communications & Information Flow, Sales, Marketing & Clients
Don’t know market share It is key to know how you really are doing against your competitors, for, it is they who will lead to your demise if you are not vigilant. Problem Depth...
by billc | Mar 3, 2009 | Communications & Information Flow, People Issues & Mood of People, Sales, Marketing & Clients
Sales staff is insufficiently trained Sales training might be viewed as an HR or People issue or a Sales issue but more likely it is deeper, a Planning issue. It could even be viewed as having more depth in problem seriousness, namely an Accountability issue. Problem...
by billc | Feb 27, 2009 | Communications & Information Flow, People Issues & Mood of People, Sales, Marketing & Clients
Inadequate lateral communication Lateral communication between peers or between peer departments usually fails for two reasons: (a) there is no mechanism that allows lateral communications; (b) the company has no idea of how to operate as an integrated unit. Problem...
by billc | Feb 26, 2009 | Communications & Information Flow, Sales, Marketing & Clients
Inadequate sales support materials Is this a planning deficiency or a lack of understanding of what sales support is needed? Or is it about information flow? Problem Depth...
by billc | Feb 7, 2009 | Communications & Information Flow, Sales, Marketing & Clients, Strategy, Structure & Organization
No well-understood market penetration plan (a) Ideally this would be a simple issue of Miscommunications, which can be quickly resolved. (b) If the company has no marketing plan at all, this lack of understanding would be a Planning short-sight. (c) Or, it might be...
by billc | Feb 3, 2009 | Communications & Information Flow, Management, Accountability & Responsibility, Sales, Marketing & Clients
Sales quotas are not understood or accepted The problem of sales quotas not being understood or accepted could be a communications problem but more likely it is being viewed as an unjustified top-down decision; thus salespeople feel that rewards are not tied to real...
