Now more than ever, it's critical to measure, evaluate, and improve your sales process.
NBA legend Pat Riley once said, “Success can be the biggest breeder of complacency, and complacency leads to acceptance of the status quo.” To that pearl of wisdom, and specifically related to our industry, I would add that the acceptance of the status quo as a benchmark for performance can lead to missing significant sales revenue, and the worst part is that you might not be aware of it. Why? Because the rising tide of the market helps float more sales for all, and using those sales as your gauge rather than measuring your success against the highest of standards and the appropriate metrics and benchmarks can provide for a very false assessment of where you are. I call it the “trap of success.”