Sales Lead Secrets

Sales and Lead Generation Made Easy

Marketing Homework…?

Your colleague has been tasked to do market research for your company. Management is complaining that sales have not been where the company would like them to be (the sales are about 8% behind the projected goal). Senior management wants your colleague to find out why. At a team meeting, your colleague shares that he has defined the problem, a critical “first step” towards doing market research. Specifically, he announces the Definition of the Problem as “Sales are down” and he plans to utilize the six-step Marketing Research Process to find out why sales are down.

The definition of the problem is not thoroughly defined. I disagree with his analysis because “sales are down” is a relative statement and without a confirmed starting point. This statement is incomplete and can be proved false as is.

Example – the sales were 2 million last year…this year they were projected to be 4 million….projected was wrong and sales are actually 3 million. Saying sales are down is incorrect since 3 million is more than 2 million. Sales are down from Projected sales would be more accurate and a true statement.

Bottom line….the analysis is wrong because he/she doesn’t have a point of reference in his statement.

Investing & Money Management : Definition of an Intermediate-Term Loan