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Companies are gearing up to move the “profit” ball successfully into the end zone. Going into a recession, most companies played defense. Coming out of a recession you need a strong offense in this game of “the new normal” (Gosh I hate that term for so many reasons, but there it is). Hint: The teams making it to the Super Bowl are the top offensive teams.
I continue to travel all over the country talking to large, small and midsized companies; franchise organizations; industry associations. What I read in the paper and what I see personally has a serious disconnect. I don’t see companies that are licking their wounds in a huddle. Rather the common battle cry is this: “we are better than our competition and we are going to hammer them this year”…Not unlike the NFL messages. I sense that real competition is in the air, and that is good for business and good for the country.
So when I hear folks tell me they are better than their competition, my first question is this:Â “how are you better? Do all your salespeople know you are better, and in what ways?”
One common stumbling block for most companies who successfully find and articulate their competitive advantages seems to be making sure the sales force knows what they are, and that they are consistently touting them in the sales encounter. Some sales folks are hard to “retrain”. Give them solid sales tools to ensure a consistent message is offered to prospects and reinforced to existing customers.
2010 Prediction: The team with the best offense wins. Are you that team?
Smart Advantage offers sales training and sales tools for companies who have successfully identified their competitive advantages.
