According to a 2009 survey conducted by the CEO Institute, the number one challenge for the rest of that year was “maintaining sales”.
Since then I have met with numerous business leaders and without question their biggest challenge now is “maintaining margins”. I wonder if the game plan set out then to keep the volume of sales up, may be at least in some part to blame for a few headaches now. The widespread frustration voiced is that their salespeople fail to defend value, instead caving in and offering discounts way too readily and yet all too often still walking away without the order.
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