Most of the companies for whom I consult are security integration companies that have hit a wall in their growth. For many years they were growing rapidly with no end in sight, and then bam – they hit that proverbial wall and have been stuck for a few years. There are multiple walls in the evolution: the owner needs to hire a couple sales people, the sales people need a devoted sales manager, consistency across offices to leverage each other, etc. I refer to these obstacles as walls and not ceilings because you can get over them. You just need to know what to do…
The most important thing you need to do is realize that you are no longer that old company, and your sales team needs to evolve to the next stage – no matter how successful you were back then. If you have a limited sales team and the owner is the primary producer, then you’ve probably hit the wall around $2 million to $3 million in revenue. You need to start acting like a $6 million dollar business with multiple sales people. The next wall might hit around $5 million - $7 million. To get over this wall, you probably need a refined sales strategy and full time sales manager. Start acting this way.
The process continues at different stages, but the answer is the same: if you want to get over that wall, stop using the same strategy that got you to this point and start selling like a company in your next stage of evolution.
If you don’t know how, click here to see if I can help.
