“We have one of the best products on the market, and sales at first were strong. But now it’s become a disaster.”
He explained to me how his company had grown rapidly in the last year, hiring more people than ever before and promoting others into management positions. They had invested heavily in this expansion and leveraged much of the assets of the company to do so.
Then nothing. Or next to nothing for their return on investment.
So he did the typical things. Spent more money on marketing. Pushed the sales force even harder. Held a company-wide “come to Jesus” meeting. Still no improvement.
Meeting with me was almost a last resort. And while I’ve built my professional reputation helping small and mid-size companies get turned around through more productive sales and marketing, that’s never my starting point. My starting point is The Leadership-Profit Chain. Continue reading…