Sales snakes and ladders

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Business XL published an article on the way recruitment companies do business and the fact that their attitude towards growth was just a numbers games with little creativity or consideration going into the real service they provide their customers. It boiled down to targets for CV’s sent to clients being prioritised over offering a quality service.

I happen to agree. The key to “getting on” as an individual or business is being able to stand out from the crowd and to be recognised (for something constructive). Instead though what must of these agencies end up doing is taking a CV and extracting the information from it to fill in the fields in the boxes on their forms and in their own interpretation.

This is not isolated to the recruitment sector. It’s a fundamental problem with most sales operations that are targeted to deliver results to the business or employer.

Selling, it seems, has become a complex mix of convoluted tactics used to manoeuvre a client into a position where they must buy from the seller.

From a bag of sales tricks is pulled a slick and pointy tool to push clients down the snakes instead of walking them up the ladders.

Rarely does it create the kind of loyalty and understanding built on trust, rapport and commitment to service that really excites buyers and turns them into rabid champions for the business.

Short-term, desperate, eat-today-and-forget-about-tomorrow solutions seem to be the order of day in both society and business, but when was a war ever won on those principles, or a massive project completed on time and on budget?

So, lets stop focusing on numbers only and the latest sales trick and take a good hard look at principles and how they are being applied to the business, its staff and the customers it serves.

Somewhere in their is a formula which has stood the test of time.

From Business Growth Development, post Sales snakes and ladders