Strategic Sales Support for Entrepreneurial Firms
Home About Services Clients Blog Contact

Magnus Marketing Blog

When Your Mission is in Question

After 7 years of working with clients, I look back and see nothing but a litter trail of failed companies. I do not think there is one organization that I worked with that is either a going concern or is still in the same shape that it was when I was with it. I don't count an existing company where the founder is working a full time job - a success either. That, if anything, is probably the biggest failure of all.

The same holds true for my former employers, with the exception of course, of Hexaware Technologies which has continued to evolve and grow. The rest don't exist or semi exist in a different form - battered by incompetency and economic forces.

Have I helped anyone? Achieved anything real? Do I have the ability to look back at a company and say, "I was a part of that success?". No. More often, I see clients with big dreams and big ideas running for the safety net of that "day job" or defaulting to a full-time salesguy who will do nothing more than pound the phone on a meaningless wisp of traction.

The biggest, most frustrating part of working with past and, even, present clients is the lack of doing things. Sometimes commonsense things:

1. You get a ton of demos/meetings, but don't close any except "softballs". Logically - hire a strong, aggressive salesperson. Too easy right?
2. Your day job feeds the business and your family, but you want to leave the job eventually and have your own destiny under control - sell the company and make some real money. Logically - sacrifice time, stop partying and balance effort for your day job. Too easy right?
3. You aren't getting a ton of demos/meetings - traction is lacking. This is evident in the fact, I call the right people but NO ONE IS INTERESTED. Do you hire a full time sales person or figure out what needs to be done to get people interested. Hire a full time sales person, of course - so he and you can lose your job in six months.

Those are just some examples. I think there are a lot of pseudo-entrepreneurs, people with good ideas, even good products, who lack the commitment and general competency to drive their organizations to success. There are no courses on how to be the next Google, but there are ways to enhance commitment and determination and make things happen. It is too easy, as I said before, to blame the girl making cold calls - that is only a fraction of what is involved - and a cop out that exploits the lack of accountability present.

Permalink 09/02/13 -- 04:20:46 pm, Categories: Information

powered by