buy cycle

If you are driving down the road in your car, looking at your phone, fiddling with your radio, looking at people walking on the sidewalk, weaving in and out of traffic or speeding because you’re in a hurry, you are probably not a very good driver and bad things will happen.

If you have a pile of files on your desk, a to-do list that must be scrolled to read, past-due proposals, and an empty pipeline, you are probably not very well organized, don’t manage your time very well, and likely behind on quota.

We’re referring to things we do that prevent us from being as effective as we could be or need to be and there is another one we should discuss, and that’s when a sales leader has a Non-Supportive Buy Cycle attribute of needing to think things over.  In the 4-minute video below, which you must watch to understand the concept, I explain how the indecisiveness of a sales leader prevents them from being able to develop, coach up and grow their sales team.