The company and its managers do not think strategically

[Mimaktsa10]

The lack of strategic thinking in a company, when its management and managers do not take into account the long-term perspective, is extremely ineffective. Focusing on the implementation of immediate plans without investing in the future, in business development in 5 years, leads to the company losing to competitors who have chosen a strategic approach.

This situation is understandable at the key account manager level, but is unacceptable at the management level.

You can often hear that there is no point in investing in long-term relationships, because everything changes too quickly, it is impossible to predict the future. Unfortunately, this approach is becoming a cultural norm, manifesting itself both in personal life and in business. Clients also begin to doubt the reliability of cooperation.

Even if the partnership lasts for mexico email list years, this feeling does not disappear and affects decision-making. It seems that neither we have chosen the client completely, nor he has chosen us, and everyone secretly hopes for a more attractive option to appear.

How to achieve multiple growth in traffic and sales from your website?
Alexey Boyarkin
Dmitry Svistunov
Head of SEO and Development
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I have always been concerned about the issue of moving to a fundamentally new level. So that the indicators would grow not by 2 or 3 times, but by several orders of magnitude. From a thousand visits to ten thousand or from ten thousand to a hundred thousand, if we are talking about a website, for example.

And I know that such leaps are always the result of painstaking work in five areas:

Technical condition of the site.
SEO.
Collection of site semantics.
Creating useful content.
Working on conversion.
And at the same time, every manager needs an increase in sales and the number of applications from the site at the moment.

To get this growth, download our step-by-step template for increasing sales from the site:
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The company does not understand (or does not want to understand) the important needs of its strategic customers
Often, KAMs seem to know about the importance of working with the client's needs, but in practice they do not understand the system of consumer motivation and are rarely interested in it. They do not know what clients receive bonuses for and do not offer their help in achieving these goals.

The company does not understand (or does not want to understand) the important needs of its strategic customers

Source: shutterstock.com

The situation is even worse with organizational needs. Specialists very rarely think about how to help the client's business become more profitable, overtake competitors, achieve set goals and strengthen positions in the market.

Instead of understanding the client's needs, key account managers often operate with vague ideas that have nothing to do with reality.

The company doesn't know what competitors are offering
Often, companies do not have information about competitors’ offers, and their attitude towards them is emotional and fluctuates between two extremes:

“We are the best!” is an illusion of superiority fueled by management that often serves as a kind of “drug” for managers, dulling their critical thinking and turning them into “zombies.”

“We are the worst!” is a convenient position for rationalizing one’s own failures and shifting responsibility.

Both approaches are far from reality and hinder development. An effective solution is to conduct a group competitive analysis, which will allow you to assess the real situation on the market and develop an adequate strategy.