Growth IQ by Tiffani Bova

Author:Tiffani Bova
Language: eng
Format: epub
Publisher: Penguin Publishing Group
Published: 2018-08-13T16:00:00+00:00

A high-pressure, top-down management sales environment is not the only reason sales organizations can find themselves on the wrong side of doing what’s right for the customer and/or the business. Sometimes it can be the lack of training, tools, and processes, which are the reasons sales gets off track. Regardless of the reason, unethical behavior in sales must never be tolerated.

It would be fair to say that Wells Fargo wanted to deliver a better Customer Experience than its competitors. It would also be fair to say that they were very focused on Customer Base Penetration and Product Expansion by trying to inspire existing customers to buy more products from them. All three of those paths plus Optimize Sales in combination can be a game changer if done well. However, Wells Fargo failed, and failed miserably, on the (internal) people side of those sales efforts. The pressure from above to hit unrealistic sales targets, coupled with a complacent management team, created the perfect storm for bad (sales) behavior. If you have a situation arise like Wells Fargo did in the Optimize Sales path and you ignore it, it can and will wipe out all of the efforts and progress you have made in the other paths.

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