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Why Entrepreneurs Fail

Wednesday, April 28, 2010

WHY ENTREPRENEURS FAIL

Most entrepreneurs are subject matter experts that work ‘in’ their business not ‘on’ their business. Successful selling requires a sales strategy. Entrepreneurs tend to think of a business plan as a sales strategy…this would be a mistake. So entrepreneurs tend to be incredibly ‘busy’ trying to run and grow their business at the same time. They also are typically strapped for cash and tend to do everything themselves. This leads to a myopic view of the customer world around them as they struggle to keep up with everything. Entrepreneurs also are typically controlling personality types so they try to do everything themselves. This is one reason why the Simply Successful partnering program is so important to their success.

When an entrepreneur hires Simply Successful they learn how to be ‘productive’ when it comes to growing their business (not just busily going about the mostly unpleasant task of finding new customers).

Successful selling has an incredible number of moving parts. If you are not process oriented (entrepreneurs tend to be ready, fire, aim folks), you can end up with too few suspects or too many poor quality prospects. Simply Successful helps connect these dots (or more appropriately put the pieces of the puzzle together in an orderly way)

Selling is the lifeblood of an organization but most entrepreneurs are either too busy to sell effectively or are ill equipped from an experience and skills standpoint to close the sales with the prospects that they  meet. They need to better understand how to communicate the value of their product or service to the prospect in order to be successful.

Bill Prenatt helps entrepreneurs and family businesses enjoy more success in their endeavors. Bill has enjoyed success himself, with over 40 years of experience in sales, sales management, sales training and purchasing.

Bill.Prenatt@SimplySuccessful-llc.com | 636-484-0208 | www. SimplySuccessful-llc.com

Fixing Shortfalls in Sales

Tuesday, April 27, 2010

Avoid the headaches that come with missed sales quotas. Shortfalls in sales are a major contributor to “drama” in the workplace. Take it from a pro with over 40 years of experience. When you honestly address the issues raised in these questions you can stop your drama, reduce stress, and make more money.

If you keep doing what you have been doing, you are falling behind. Is it time for a change?

Successful selling is like a well measured recipe, when you put in all of the ingredients according to a predetermined, proven best practice, predictable results pop out. The keys to success aren’t complicated, but they do require disciplined thought and behavior.
Like many other things in life and business, asking the right questions can make a big difference in your perspective, actions and results.

Here are six questions you need to ask yourself on a regular basis:
 
1) How well defined are my goals both in terms of sales results and sales activities?

2) Based on my goals, what would my projected sales be for the next 90 days? How does my projection compare to my goals. What is the gap?

3) Based on my past closing ratio (number of presentations/proposals it takes to close a sale), do I have an adequate number of activities to close the sales gap or shortfall?

4) Do I need to improve the quality of the prospects?

5) Do I need to improve the quality of the sales process?

6) Do I need to improve the quality of the selling skills?

Focusing on the answers to these six questions, you might be able to fix your own problem. There might come a time, however, when you need to ask another question: “Do I need outside help?” When you don’t feel well you go to the doctor…right? So if things aren’t going your way in the sales area, ask for help. If you want help getting on track, contact Bill for a no-obligation introductory conversation. You won’t regret the investment in time!

Bill Prenatt helps entrepreneurs and family businesses enjoy more success in their endeavors. Bill has enjoyed success himself, with over 40 years of experience in sales, sales management, sales training and purchasing.

Bill.Prenatt@SimplySuccessful-llc.com | 636-484-0208 | www. SimplySuccessful-llc.com

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