Consultants think they're doing the right things to drive sales.

Consultants think they're doing the right things to drive sales ... until we run this one test

Those responsible for sales often work hard, assuming they know what to do.

- They’re active.
- Engaged.
- Busy.

But - in reality - rarely aligned with what actually drives results.

With my clients, I sometimes give each consultant a challenge. Write down the top 3 activities needed to just fulfil the sales part of their roles.

Then I ask the firm's Partners to write down the three activities they expect the consultants to do each week.

In most cases, there is a mismatch between the lists. That gap means the Partners aren't able to manage for accountability. And sales don’t grow unless responsibilities are clear.

Focus must be locked in.
Specific actions need to be defined.
Desired actions must be measured and reviewed.

Try it for your team.

- Run the test.
- Write your 3 sales-growth must-dos.
- Ask your consultants to do the same ... without seeing yours.

What does the alignment look like?