Creating Disruptions in Business Prospects

To bring about prospect change we have to create disruptions.

In other words, good sales people are agents of disruption who should be trying to break organizational routine, release mental locks and create a climate of change within their prospects in order to encourage the prospect’s breakthrough thinking. 

Try to train your sales people to make breakthrough thinking a core competency of their sales regimen through soft and mindful change management disruption!

When times are good and an organization or sales person is successful, they often “sit on a lead” (athletic metaphor).  Actually, they should do the opposite and continue to prospect (even harder) for future good times. 

In the “Art of War for Managers”, Sun Tzu stated … “When you are at peace. prepare for war”.   In other words, when times are good, prepare for the bad times, and vice versa.   

How many of us actually do that?

If sales reps would become “agents of disruption” within their prospect organizations and work even harder during the good times, chances are you will always have a very strong and well compensated sales team!

Hope these thoughts help for 2013!

Art Floro