Have you ever experienced overwhelmingly high sales followed by a sudden decline that leaves your business struggling to maintain solid cash flow? If so, you're not alone. I refer to this cycle as the "rollercoaster," and it not only burdens the business and the team but also hinders the long-term growth of the organization.
Consistency in the sales process is crucial for achieving sustainable growth, even during the busiest times. I've observed many leaders who slow down or halt their sales efforts altogether when faced with high sales seasons that stretch them too thin. While this may temporarily alleviate the overwhelm, they eventually realize that sales are declining, requiring them to rev up the sales engine again. This creates a new crisis and demands an enormous amount of energy to restart the sales drive. This start-and-stop approach exhausts the team, creates operational inconsistencies, and costs the organization both in terms of money and reputation.
There is a better approach to maintaining consistency in sales, which involves adjusting the sales speed without completely halting the process. While you may slow down the sales cycle, it is important to never stop marketing or lead generation activities entirely. Combine this intentional, balanced sales methodology with the "Sales as a Science" approach, and you will be able to break free from the rollercoaster and lead your organization to sustainable growth.
Remember, sales results drive the organization forward. Once you slow the flow of sales, you also slow the acceleration of your business. Are you tired of choosing between facing an excessive amount of business that you struggle to effectively deliver or an insufficient amount of business that leaves you with limited cash flow and excessive overhead? Fortunately, there's a third option. You can get off the rollercoaster and learn how to consistently drive sales in a way that promotes sustainable, profitable growth. The choice is yours.