Written for The Burnside News
Developing business depends on a lot of factors. It's fair to say that some people will be pro-active in the search and others will be happy with being reactive and fighting with gang competing for the low hanging fruit that people like them will go after.
The goal-oriented visionaries will want more and will do more to get a bigger share of what's available. Such is the situation when a city gets an opportunity as we have in Halifax with the ship building contract.
Some companies believe they'll do better simply because they're here and they'll automatically gain business based on what they've been doing. They may be right, but the face of this marketplace is going to change dramatically if this situation follows the pattern of what happens whenever a community gains the kind of financial windfall we're predicted to get. The fact is business will become more competitive, not less. There will be more money available, but the level of competition for it will be a lot higher.
New businesses will open and regardless of what you're selling, there will be more competition. Companies wanting to "cash-in" will be moving here from Quebec, Ontario, Western Canada, and the U.S., all with the belief they can benefit from more money being spent in the market. They very likely could be savvy and more assertive and used to a stronger competitive business environment. Are your people at the top of their game? Are they ready to compete?
Over the next 18 months and prior to the full effect of the ship building contract, Halifax business needs to prepare to win. What skills, attitudes and behaviours are needed to ensure this opportunity is a pay-off for your business? Check out the various training available through schools such as NSCC and Success College. Plan for future growth by getting your frontline customer care staff, sales and sales leadership involved with the many trainers and consultants available who can make your team a higher performing, more confident and more productive team.
Anyone can open a business, but there's a reason some clearly rise to the top and why most others fail within two years. Those who fail may blame the other companies who came here and stole their opportunity. Don't let that happen. Prepare now to be the winner. Ultimately it will have little to do with the product and service that's being sold. Many buyers may think they all look the same. What will define success is your people and what they do.
©2011 Sandler Training Inc. (www.atlantic.sandler.com) is an international sales and management training/consulting firm. For a free copy of Why Salespeople Fail And What To Do About It, call the Sandler Training at 902-468-0787 or e-mail salescareers@sandler.com.
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