Covid Update: Business as usual

Sales are getting harder

Author: Maria Abercrombie

Mar 12,2020

Sales are getting harder. That’s what everyone is saying. When we first meet new potential clients, that’s the bottom line of their problems. If you do some research, you’ll find that an increasing number of companies found 2019 harder than 2018.

For those companies that grew in 2019, they still grew less than in 2018.

But why? Why are sales are getting harder?

Some will say is the economy. And it’s possible to take that view. That’s why my question for you is: so why then are new startups coming and totally crashing “normal” businesses? “Normal” businesses are stable, have credibility and years in the market, and still, new competition is coming faster than ever and people are trying them out. And much of the time, they like the new way of doing things and say “see you later” to established companies.

Case in point: Woop. They produce and deliver fresh, pre-prepared ingredients and they are on Deloitte’s fast 50 for 2019, and not for the first time. This is a market with lots of competition, but they are totally crashing it because of their deep understanding of their customers and using smart technologies to grow faster. Sorry, that was a bit harsh. But, maybe so are your sales numbers!

Here is my point: I believe getting sales isn’t harder. Getting sales is different. Very different from what it used to be. 

It’s not a news flash that new technologies are arriving at very, very high speed. Some people we know have been working on their plan to innovate their business and after 12 months it’s outdated. There’s no wonder why.

The world is changing and so should you. But we know that’s not really happening. In the meantime, your competition is personalising the customer journey, using smart automation and more to stay ahead of the game.

The competition, and its rapid innovation, is the number one challenge companies are facing and it will be the biggest challenge in the year ahead.

At the moment, only 14% of companies are fully investing in disruptive technologies. 34% are beginning the journey. If you are one of them, are you doing it fast enough? Are you being agile? What are you doing to innovate and be different from your competition? Don’t tell me you are doing a new packaging! That, my friend, is not innovation.

If you are one of the 52% that is not invested in disruptive technologies, are you afraid that you might be running the risk of being left behind which will make getting sales even harder?

If sales are getting harder, it’s most likely that you’re doing the same things and using the same game you’ve always had. Albert Einstein said, “the definition of insanity is doing the same thing over and over again, but expecting different results.”.

So again, how are you innovating?

This is for you to think about how you want 2020 to be. We know it’s possible to make sales fly through your doors.

We’ve been working with some amazing clients doing really new, cutting edge stuff. The new ideas and ways of doing things are not only saving our clients money but making more money now and in the future (isn’t that the goal of business?).

That’s why it’s so important to start the conversation and follow through. Start small and start testing now. We’re happy to help.

The benefit of using people like us is that we are not here just to develop an app or a software. We help you with the strategy, to come up with what will make your boat go faster and we do it quickly! We make sure your customers are well looked after because we put our customer hat on.

If you’re curious, book a meeting with us now or get in touch. We would love to hear what you are doing for 2020.

The sales number are from Mood of the Sales Leader 2020.

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