The problem with stagnant or slow-growing markets
Companies have less and less influence on market growth, customer financial opportunities, purchase and selling prices, while they are under constant pressure to increase sales turnover.
Many people think that if they bring in more potential customers – or leads – then, based on the law of large numbers, more deals will automatically be closed successfully. In theory, this may seem logical. But in practice, when conversion rates deteriorate (for example, due to poor sales performance, unfavorable price positioning or deterioration in service quality), companies often respond not by improving efficiency, but by trying to compensate for losses by collecting even more leads.
They don't see that increasing the number of leads is not the only solution. In fact, if I increase the number of leads without improving sales efficiency, I will only accelerate the decline. We are involuntarily steering the system towards poor sales quality. If competitors are weak or less active, this may work temporarily: because according to the law of large numbers, they generate more leads, and we "kill" part of the existing customer demand.
In a slowly stagnating or slowly growing market where demand is growing by 1-3% per year, every commercial company strives for the same thing: they want to grow. The problem begins when many companies try to impose their own 10-20% growth expectations on a market that can only produce a fraction of that organically. However, this is not always possible – especially in a market that is limited in size or not growing in size. Moreover, excessive pressure can backfire: market players become overwhelmed and the sales system becomes distorted.
because the company learns to be comfortable not selling, but serving customers
there is no active sales activity, but passive demand service.
the sales team is increasingly only concerned with easy lead processing.
they forget the company's value (its own sales processes)
the numbers improve, but the real sales capabilities slowly degrade.
The company loses its active sales culture while seemingly performing well.
In the long run, this is a straight path to decline, the growth expectation can only be met temporarily, but then a rapid collapse may follow.
?
The size of the market does not always increase – in fact, in many sectors it tends to stagnate or decrease. However, this does not mean that a company should also decrease. The key lies in a change in perspective. When the "pie" – the market – becomes smaller, a larger slice must be cut from it. This is not a law proportional to the division of the market, i.e. the size of the slice of the pie. Not everyone will need or have the opportunity to have the same slice. Companies that adapt faster, are more effective in lead management and are active in the market can gain a larger share. This is called market realignment.
consciously operating companies can increase their own share. In times of crisis or decline, not everyone gets the same share. The WOIMS system helps with this. Because Companies that operate better prepared, faster and more organized sales processes can gain a larger market share than ever before. Lead management strategy, automation, and conscious sales management are the solution.
adapt faster to market movements
manage incoming leads precisely and automatically
don't lose opportunities due to lack of capacity or attention.
work with measurable and continuously market-adaptable sales processes
operates quality sales processes at all times
strengthen your market position even when others fall behind
WOIMS marketing agency approaches sales processes with a modern approach.