We work with the owners of small technology and service companies that want to grow but are somehow stuck. Or they look to blame one small aspect of their business such as the sales team. Like any well oiled engine that is humming, it is a function of many factors working together. So don't fool yourself and think growth is slow because of one small factor, dig for the major issues rather than treating the symptoms. Some of the signs that are indicative you are not as successful as you could be are:
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- Your company is not meeting its revenue goals. The pipeline is depleted; the marketing message does not resonate with prospects, resulting in a low rate of closed sales. You may be confronted with downsizing, reorganizing or even calling it quits.
- Your business is not as profitable as could be. Though revenue may be consistent, the profit margins are low. Some of the issues you struggle with are high expenses, a pricing strategy that isn't working and the wrong mix of services and products.
- Your marketing and sales initiatives have not worked as anticipated. You have tried a few initiatives but the results were disappointing and there has not been a Return on Investment (ROI). Your marketing and sales functions do not communicate as they should and are always blaming one another for not meeting quotas.
- Your company does not have the management or leadership to bring your organization to the next level. You may suffer from costly staff turn-over and employees who never reach their potential. Many of your managers have come from the ranks and do not have adequate management skills. Those who you thought would provide leadership are not presenting a stream of new ideas and initiatives to keep the company offerings fresh and exciting.
- Your business processes are not producing consistency in customer experience. Some clients are thrilled while others complain. There are too many gaps in the operational systems which are causing problems. Failing to meet customer expectations not only hinders growth but also can cause your business to fail.