While I was working as a salesman and later head of sales I drew attention to a common error in strategic management. I met many blind kings commanding an army. These kings were planning tactics but did not listen to his officers and information from the battlefield.
Feedback – a very important thing when you are creating sales strategies. You should listen to the people who work directly in the market. Even the best maps, external studies do not provide knowledge as fast as sales staff. But first you have to give them questions to which answers you want.
If you do not use this advice you take the risk:
- Your sales strategy may be out of the market,
- Customers will receive the offer detached from reality,
- Sales staff will get goals unrealistic or extremely low.
To avoid these mistakes you should first believe that you can be wrong. Do not be blind king!