Time sensitive advice regardless of what and how you sell, and why sales enablement plays a key part in your business success.
Forrester Blog Post: ramlcpa.link/z9yn
The timing of the Forrester blog post is almost just as good as the message. While the events of 2020 impacted the entire world, winners and losers have emerged which happens almost always with any kind of major event. A significant issue with COVID is the list is heavily skewed to few (bigger and better capitalized businesses) winners, and far too many losers.
That's a bit of what drew my attention to this post as while we continue to deal with new waves of the pandemic, we're also entering a critical business phase with many businesses intently focused on the upcoming holiday shopping season and making the most of Q4 2020. However, if that is to the detriment of 2021, it could be disastrous.
All too often businesses (especially small businesses) expect Q4 to be the quarter that you make up for the rest of the year, but it often comes as a detriment to sales in the first part of the following year. Why, well everything else is secondary, and plans and strategies are often developed to late in the process with the new year just a couple weeks away or already here. Additionally, because the plans come together in a hasty manner, lessons learned, new insights, and data analysis are glossed over, thus causing more problems in the new year.
To this point, since the events of this year destroyed most business plans in early 2020, almost all businesses have been stuck in a cycle of reacting to each problem without solving them. While that's not going to change much for the rest of the year, to get any kind of control over the situation in 2021, the process needs to start now and include plenty of planning and analysis.
A few of the key areas Stephanie highlighted that can be adopted by almost any business are:
Personally, I believe these points can be applied to any business by adding or dropping a few words or terms.
One of my own that I will add and important to keep in mind:
#sales #strategy #pandemic #covid19 #salesenablement #businessplan #smallbusiness #business #budget
Travis Raml, CPA