Predictable and Sustained ResultsAmong the most highly prized, and rewarded, characteristics of results-oriented organizations is producing predictable results over a sustained period of time. Anything that threatens this inevitably leads to disappointing results and ultimately executive turnover.
A singular focus on near-term sales threatens long-term, sustained results.
How do companies build sustained sales growth over the long haul? While product and service innovation can provide a pipeline of new things to sell, even the most innovative companies find themselves in development troughs which threaten sustainability. Big marketing ideas often provide a boost in interest, engagement and sales yet there are almost always gaps between those ideas.
So, what makes sales results sustainable through the inevitable gaps? Strong, repeat purchase and service relationships with customers, and developing them with those we want to become customers.