Are you geared up for sales success?

by Jill Konrath

If you're launching a new product or service shortly, it's likely your firm invested a great deal of money and time to bring it to market.

Unfortunately, many companies don't realize their desired results. Why? Their launch methodology is severely flawed.

Over the past 15 years, I've worked with numerous organizations in the hand-off of new products from marketing to sales. I've seen it all: the good, the bad and the downright ugly.

Sometimes I shudder at the naiveté of companies who have an "If you build it, they will come mentality." It doesn't happen that way. Ever. Well-trained, well-prepared salespeople are absolutely vital if you want your offering to turn into a massive revenue generator.

To see how your launch process stacks up to what's needed for success in today's market, assess your firm using this checklist.

Put a check mark in the corresponding box if you agree with the statement. Be brutally honest.

Scoring
When you're done, count up your check marks.

1-3 check marks
Cross Your Fingers. You're missing many, many things required for sales success. You'll be very disappointed in your results.

4-7 check marks
Good Luck. You're doing some things well, but there's definite room for improvement. Success will be sporadic and limited to current top sellers.

8-11 check marks
Great Job. Way to go. You're doing things the way they need to be done. Enjoy your success.

So how did you do? Are you well positioned to get a jumpstart in the marketplace? Or, are you hoping things will turn out right? Remember, hope is not an effective sales strategy.

Prepare your reps for sales success and they'll deliver. Force them to come up with everything themselves and be disappointed. Those are your only options. Make the investment. It's well worth it.

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