In the last 10 weeks, I have had 3 potential customers who have put off their own investments to better serve the performance of their sales team. The most important reason: the current uncertainty due to the consequences of COVID-19.
I find this fascinating. After all, we are not talking about amounts that hit the company's cash reserves: The monthly salaries far exceed the one-off investments. And especially in sales, the probable ROI is significant (usually a few additional sales or a higher price here and there is enough for a factor of 1:10).
My point is this: it has long been scientifically proven in various studies (Daniel Kahneman and others) that we make highly irrational decisions, even when we believe we are rational: we weigh direct losses significantly higher than probable gains, even if these losses are irrelevant to our well-being.
This is precisely why too many companies and teams are stagnating: they tend to value even manageable risks more heavily than the often significantly greater opportunities. I call this "trapped in mediocrity."
Conclusion: Most companies and teams have huge opportunities - if they start thinking differently. If you want to take yourself or your management team to a new level, get in touch for a strategy session. Click here for more information.
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