Take Actionable StepsTowards Sustainable Growth
The Critical Importance of the CEO or Business Owner
playing an integral role in Sales Development
By Peak Performance Training and Development
A Leader in CEO, Sales and Sales Management Training
www.peakperformancesalestraining.com
866-816-0991
Business Owners: Request your Free CEO Sales Barrier Info Kit Visit
http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit

This management tip focuses on why Business Owners often fail to implement the
change necessary to drive their companies forward. In this Tip we focus on some
of the major errors that lead to failure in implementing and enforcing the steps
necessary to grow your company.
The first most obvious error that most Business Owners make is that they fail to
recognize when they need to change. In other words they fail to acknowledge
market conditions, lackluster sales performance or human resource issues,
among other things that signal that change is a necessary component to
achieving growth. However it is usually not this first error that holds companies
back but the second management error: Upon recognizing the need to change
they fail to take action and commit to staying the course and navigating through
change, as such keeping their companies stuck on a plateau. In the sales arena
these mistakes usually manifest as follows:
By Peak Performance Training and Development
A Leader in CEO, Sales and Sales Management Training
www.peakperformancesalestraining.com
866-816-0991
The Critical Importance of the CEO or Business Owner
playing an integral role in Sales Development

Management Complacency: Management does not establish a great enough sense
of urgency for new business development. Instead of implementing change they hope
that a change in results will occur by itself.
Sales inefficiency or sales decay, often are the result of several factors that occur over
time. Unfortunately, many Business Owners do not develop a sense of urgency until
things have gotten out of hand. For example, when making a new hire, the employer
has an optimistic outlook on the new hire’s performance that lingers for several
months. Often this outlook lingers in the face of diminished performance until the
employee perceives his or her inadequate performance as being their expected level
of production. While this transformation in expected performance is evolving in the new
hire, the business owner or manager is under the impression that he or she is
expanding the sales team when in fact both parties are compounding an existing
problem: Sales team complacency.
By Peak Performance Training and Development
A Leader in CEO, Sales and Sales Management Training
www.peakperformancesalestraining.com
Mistake Number One
866-816-0991

Sales team complacency is the result of two key factors:
1. business owner or manager who runs their business through hope and optimism.
2. This type of manager hires optimistic sales people with the attitude of wanting to
move mountains but who soon settle into an attitude of hoping to meet quota.
3. The optimistic manager hopes that change will take place instead of
implementing change—change in himself or herself, change in the sales system, or
change in how they hold their team accountable.
Before they know it the optimistic manager must suffer from a team of
underachievers running the company and they are forced to take drastic actions to
rectify the problem.
Change must take place prior
to the problem getting out of hand
By Peak Performance Training and Development
A Leader in CEO, Sales and Sales Management Training
www.peakperformancesalestraining.com
Sales Team Complacency
866-816-0991

By Peak Performance Training and Development
A Leader in CEO, Sales and Sales Management Training
www.peakperformancesalestraining.com
Sales Team Complacency
866-816-0991
Mistake Number Two: Failure to Prioritize Sales as the Primary Initiative
Although every manager or business owner desires to increase sales performance
and productivity they fail to articulate this desire as a priority. Everything takes
precedence over sales: marketing, accounting, product development, and so on.
But what could be more important than identifying and removing the common
obstacles to sales success and the growth of your business?
When speaking to Business Owners, we see a common denominator present in
many: Because of their numerous time-consuming responsibilities they tend to
repeatedly perform comfort zone activities. It is uncomfortable and risky to attempt to
change the mindset and routines of their sales team. Driving people out of a non-
productive comfort zone is stressful. They too often become paralyzed with the
downside possibilities and fail to do what is most important for themselves and their
company, to drive sales productivity! In other words they have begun the process of
allowing their sales team to manage, management!

By Peak Performance Training and Development
A Leader in CEO, Sales and Sales Management Training
www.peakperformancesalestraining.com
Letting Past Success Block Future Performance
866-816-0991
Mistake Number Three: Letting Past Success Block Future Performance
Another reason for sales team complacency is that Senior Management will
often accept excuses from sales people who have been successful in the past.
It is usually those previously successful sales people who are most resistant
to change—despite the fact that their past success may have occurred some
time ago and been more the result of positive market conditions rather than
stellar sales ability. It is also the business owner or sales manager who has
experienced significant growth in the past who often defers realizing that change
is essential to repeat that past success.

By Peak Performance Training and Development
A Leader in CEO, Sales and Sales Management Training
www.peakperformancesalestraining.com
Take Actionable Steps
866-816-0991
To make top line growth a primary initiative management must first
engage in a brutally frank discussion regarding potentially disturbing facts
such as.
-Shrinking margins,
- Client decay,
- Limited success in developing new accounts,
- Limited success in penetrating existing accounts
- Poor lead conversion
Business Owners call us Direct at 866-816-0991
to discuss viable options or Request Free Information by visiting
http://www.peakperformancesalestraining.com/Contact/RequestInformation

By Peak Performance Training and Development
A Leader in CEO, Sales and Sales Management Training
www.peakperformancesalestraining.com
Case Study
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Case Study on Clearly defined Objectives:
FeDex® is known for “absolutely, positively” having packages arrive
overnight, without question! In New York a FedEx truck broke down towards
the end of the day and the replacement truck was running late. The driver
initially resorted to running a few packages on foot. At the point of inevitable
failure, this driver flagged down a competitor driving through the city and
convinced the driver to take her to her last few stops.
This story is a tangible demonstration of a company’s commitment to
achieving goals and a complete understanding of the communication
between management and the team responsible for carrying out the
company’s objectives! The goal was not to drive a particular route each day.
The goal was to ensure results.