Sales POP - Purveyors of Propserity
Which sales practice should you beware of?
Blog / Sales Management / Jun 26, 2017 / Posted by Roy Osing / 10416

Which sales practice should you beware of?

1 comment

The common meaning of business practice is: “A method, procedure, process, or rule employed or followed by a company in the pursuit of its objectives.”

It’s a means to an end.

And the common denominator of all business strategies is growth. If a business isn’t growing, the end is near.

The primary drivers of growth in any organization are: the amount of true product and service innovation, the level of customer retention and a distinctive competitive claim that cuts through the clutter in the marketplace and sets the organization apart from all others.

Benchmarking, replicating a “best practice” of another organization, is at odds with these drivers of growth.

In its simplest form, benchmarking is copying what someone else is doing. It’s running from behind; trying to catch up to a performance level established by another organization.

It increases the size of the competitive herd and enhances the lowest common denominator in it.
The more organizations that copy a business practice, the more each herd member starts to look the same; differences disappear; competitive advantage is reduced.

And growth opportunities fade.

Benchmarking does not serve a growth strategy.

A copycat – even a fast copycat – can do no better than perhaps achieve some operational benefits.

But it is no further ahead in creating remarkable products, providing unforgettable customer service, offering a compelling reason why current customers should stay with them and in providing a distinctive reason why potentially new customers should do business with them and not their competition.

Copying will never produce a one-of-a-kind, and yet that is what is required to achieve growth consistently.

All too often, when confronted with a challenge people ask “What’s the recognized best practice (aka “Who should we copy?”), instead of asking “How can we achieve our goal in a way no one else has thought of?”

Put the emphasis on leading the herd not being an active member of it.

Stepping out is risky, but is far less risky than relying on emulation and replication as the basis for growing your business.

Remove copying from the bag of business practices you use to achieve your strategic game plan.

The life of a copycat never changes; get used to relegation to the bottom.

Pipeliner CRM allows a sales force and a company to intuitively, visually lead the herd. Get your free trial of Pipeliner CRM now.

About Author

Roy Osing is a former president, CMO and entrepreneur with over 40 years of successful and unmatched executive leadership experience in every aspect of business. As President of a major data and internet company, his leadership and audacious ‘unheard-of ways’ took the company from its early stage to $1 Billion in annual sales. He is a resolute blogger, keen content marketer, dedicated teacher and mentor to young professionals. As an accomplished business advisor, he is the author of the no-nonsense book series ‘BE DiFFERENT or be dead.’ He is devoted to inspiring leaders, entrepreneurs and organizations to stand apart from the average boring crowd and achieve their true potential.

Author's Publications on Amazon

Leaders require context for what they do and how they spend their time. A philosophy that guides their behavior and the things they treat as a priority. Without context, leaders tend not to lead. They flit. They simply follow their nose and spend their time…
Buy on Amazon
It's getting tougher to develop a winning formula in today's business world. Competition is fierce. Customers are demanding, fickle and unpredictable and employees are looking for insightful and caring leadership. In response, extreme energy in most organizations is spent on trying to develop the "perfect"…
Buy on Amazon
Marketing 101 is in serious trouble. Its effectiveness is extremely limited. If you are practising traditional text book marketing, this book is your wake-up call. You are subjecting your organization to extreme risk.
Buy on Amazon
The challenge facing a leader in today's highly volatile economy is formidable. It is to create an organization to Stand-Out NOT Fit-In. Companies that fail to break away from The Competitive Herd and establish themselves as Unique, Distinctive and Remarkable to their Fans fade away…
Buy on Amazon
BE DiFFERENT or be dead: The Audacious ‘Unheard-of Ways’ I Took a Startup TO A BILLION IN SALES provides practical and proven ways for organizations and professionals to be unique, stand out from their competition in a compelling, relevant way and achieve staggering success.
Buy on Amazon
Selected by Soundview Executive Book Summaries as one of the top business books in the USA. The Challenge for any Business Leader is to harness the energy from all parts of their organization to work in unison to win in their market. In practical and…
Buy on Amazon
Want to take your career to another level? Achieve greater success in a world where the competition for a fast track route to success is fierce? Roy Osing’s 30+ years in business taught him one simple truth: if you are not DiFFERENT, if you are…
Buy on Amazon
Sales Process Automation
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.