In this Aug 10, 2016 tip of the day, we recommend companies to address the hard underlying issues of sales decline and not superficially talk about it and revert back to new forms of reporting!

1. Crescendus™
Tip of the Day: Aug 10, 2016
© Crescendus™ 2016. All Rights Reserved.
www.crescendus.com
Focus on root causes of Sales Decline (& not Reporting formats)
1. When sales decline, companies go into a panic mode and start extensive diagnosticanalysis
of which accounts declined,which regions were affected the most, increasing competitive
pressures (e.g. aggressive pricing by certain competitors) etc. After they collect all the basic
information,they are usually overwhelmedby enormous amount of data and revert back to
status quo mode (which is, whatever they were doing before with minor tweaks).
2. Some companies spend inordinate amounts of time trying to reformat their existing
reporting requirements and end up with all kinds of turnaround spreadsheets,KPIs,
waterfall charts and endless reporting of results for executive teams on a frequent basis.
None of this will change anything unless the underlying root causes of sales decline are
addressed.
3. We recommend companies to address the tough underlying challenges of commoditization,
changing customer preferences and needs, increasing competitive pressures, fixing their
pricing and value models, revamping product mix and effective training of sales and
marketingteams to respond quickly to dynamicchallenges.