Many companies have found the challenge of driving sales difficult, and growth hard to achieve. Some Managing Directors might say that this is because of stronger competition, changes in the market or price erosion.

But this is very often only half the story!

The Ugly Truth: Refusing to Evolve

In reality, many MDs who are under pressure may lose sight of some of the underlying causes of a problem in relation to sales growth and the solutions that can be applied. This often involves a refocus on adapting to change, both in the market and internally.

The Core 7: Tough Questions That Require Answers

To anticipate and prevent these issues, MDs need to get better at adapting to changing circumstances. To do that, they must ask these seven core questions of themselves on a regular basis, to keep the right priorities top of mind:

1. How strong is your sales process?

Are you frequently reviewing your sales process? Are you actively learning from successes and failures and seeking out ways to continually improve?

2. How accurate and detailed is your sales planning?

Are you looking ahead and anticipating needs on the horizon? Where are you relative to your targets and do you have a clear and definitive sense of how you’ll get there?

3. How strong are your skills?

Do you have a robust and objective sense of your team’s expertise? Do you know where your salespeople excel and where they need to improve?

4. Does your business strategy include a sales strategy?

How does your sales process fit into your overall business project? How does it (or should it) contribute to achieving your company’s big-picture goals?

5. Are you measuring your productivity and sales performance?

Do you have metrics in place to track and monitor your progress? How do you know when you’re making progress towards your goals, and at what pace? Do the metrics measured provide a clear and actionable picture, or are there missing pieces?

6. Do you have a coaching program?

Are you building your team’s assets and developing more ways to hone their skills?

7. Do you have a CRM system in place, and is it coordinated with your other systems?

Are you engaged with your customers? Do you make an effort to understand how you can better meet and anticipate their needs?

These questions outline a crucial starting point to address issues in the sales or business process when they arise. But they’re also a helpful inventory for ongoing reflection on strategy. Successful MDs won’t shy away from the difficult questions and conversations that – though uncomfortable at first – can lead to innovation and growth.