Who obstructs your sales?

So you are again short of your targets. What went wrong? You were able to achieve it in yester-quarters then what happened this quarter? Where is the problem? It is the same you... so no change can occur in sales pitch. It is the same process so no deviations allowed. Who is the stumbling block? The first peeve is the market. Markets do not take excuses, markets are demanding and markets are forgetful. But that's not the complete picture about markets... MARKETS ARE FAIR. Markets follow the theory of natural selection, picking the best. So who let you down? Its your delivery team ... the flip side of your selling team. They are the ones who did not deliver in time or deliver the best quality or not let you keep up your (company's) reputation in the market.They are not in the same league as you are. They do not have KRAs or Targets as you do. They are not motivated with success of the deal. They are not concerned about the business side, as long as they get challenging work to do. So how to mitigate them? Lets talk about it in next post.