We all know that revenue growth is the key to business success. It is essential for value creation, market capitalization and, of course, generating higher returns.
Trust me, at Pipedrive we know all about the thrill of accelerated growth. In nine short years we’ve grown from a small startup in Estonia. In fact, we shared half an office with one of our investors. We now have over 90,000 users, offices all over the world, and over 500 collaborators. All helping to create the best CRM on the market.
Watching Pipedrive grow has been incredibly exciting, and we’re pushing ourselves harder every day. But we also know that success is the result of growing in the right way. This growth is defined by healthy profit margins, long-term relationships, positive negotiations, and a good business reputation.
I don't know a single company that doesn't strive to grow year after year.
But what happens when sales leaders start focusing on short-term sales goals at the expense of sustainable success? Or when they start putting closing ahead of ethics or helping their customers?
Focusing solely on quick revenue can have serious repercussions on the long-term viability of your business.
The problem: overlooking the quality of your sales
Think about sales leaders who focus on short-term goals, racing to meet quotas. They can easily lose sight of the long-term impact of their decisions on the sustainable growth of their organization. This is often driven by a sales culture that doesn’t prioritize quality sales.
For example, teams that:
They celebrate quick victories
They lack strategies and processes
They constantly push to improve sales speed
They are afraid of not meeting sales targets
They chase unqualified prospects
The problems that arise from this behavior may not overseas chinese in worldwide data impact revenue immediately. But you can be sure that this approach is gradually damaging the value of your company.
Focusing on quick wins and mediocre deals will create challenges that hinder your business growth, such as:
Transnational prospects and customer relationships that lack real value
Low retention and additional sales from existing customer base
Lack of strategic and visionary thinking
Unstable customer relationships
A demotivating sales culture
Damage to the company's reputation
The good news is that you can change this sales approach. But this means taking a hard look at your sales processes, communication strategies and sales culture.
Here are some effective strategies to get quality sales.
Put on the company shirt.
Empower your team by sharing the long-term goals of the business. Get them excited about the vision the company has. Also give them the autonomy to contribute and create a positive impact.
“I always wear the shirt of the company where I work.” That is, I adopt the general objectives as my own. I participate in providing solutions to situations that occur and in the continuous improvement of processes.
When I worked at LinkedIn, one of the pillars of the culture was “act like the owner of the business.” This cultural principle motivates employees to work individually and collectively to achieve the company’s overall goals.
