It is often said by sales leaders that they wish for the day when they could just be back in sales. Life was simple and there were little worries that went with the role. Now as sales leaders you are responsible for delivering strategies through the various sales channels, exceeding company revenue targets, keeping teams focused and of course ensuring customer satisfaction. You are often battling on many fronts whilst keeping a cool demeanor and keeping everyone else inspired around you. But what actually keeps you inspired? 

As a regular reviewer of strategy - execution implementation methodologies, this survey was most interesting and provided a very concise version of strategy execution in today’s market.

Over the last months, I have received a number of calls from frustrated CEOs regarding the lack of innovation coming from within their organizations. They have asked their sales leaders to present their strategies for the coming year and each of the presentations was reported to be very similar to the previous year. Nothing new for the market and nothing that gives a competitive advantage, no new value to customers, just more of the same. As one gentleman acclaimed ‘there is an innovation drought’ and considering the calls I am taking, I would have to agree there is a trend in that direction.

What causes the drought? Uninspired leaders, uninspired organizations or maybe there is something else?

When it comes to the role that marketing should play in a B2B firm, misconceptions abound. While I’ve run into dozens of incredible success stories, the fact remains that the B2B world is still plagued with marketing groups that don’t know what they’re doing, or why they’re suppose be doing it.

Geoffrey James, author of this article says, ‘Please don’t think that I’m trying to “bash marketing.” I’m trying to remind companies that marketing can be an extremely useful function — when it’s correctly focused and goaled appropriate.’

Sales organizations continue to apply selling models to their customers that are considered ‘tried and true’ whilst their top line maybe starting to stagnate or even regress. There is an element of comfort in those models particularly for product based organizations.