The long term cost of a weak sales strategy
Let’s be honest : sales is tough and will always be. You can have the best product, the best team and still struggle to hit your numbers.
But quite often, the problem isn’t the team, it’s the strategy (or lack of it).
I’ve seen so many businesses burn cash and energy because their sales approach isn’t clear. And the worst part ? The cost of a weak strategy isn’t always obvious, but it’s massive :
💸 Wasted time on the wrong leads – Reps spend hours chasing prospects who will never buy, instead of focusing on real opportunities.
😩 Frustration and turnover – When there’s no clear direction, salespeople feel lost, demotivated and eventually leave. Hiring new sales ? It’s expensive and time-consuming.
⏳ Deals that drag on forever – without the right process, sales cycles become unpredictable, slowing down revenue and stressing everyone out.
📉 Price cutting instead of value selling – If your strategy isn’t clear, your team has nothing to lean on — so they drop prices just to close deals, hurting margins and positioning.
🚨 Remember what happened to Blackberry ? A great company that moved nearly from 18'000 employees / 20 B$ in 2011 to less than 3'000 / 660 M$ today . At its peak, it dominated the business smartphone market. But instead of adapting to changing customer needs and shifting their sales strategy, they relied too much on their existing B2B relationships (and that was a huge mistake). Meanwhile, Apple and others focused on user experience and direct customer engagement, winning over the market. The result ? A once-dominant brand faded into irrelevance (at least in the mobile phone business they gave up in 2022, not in the sw & security business) .
The good news ? This can be fixed... at the top.
A solid sales strategy gives confidence, clarity, focus and direction. It helps your sales teams work smarter, close faster and build long-term relationships instead of constantly hunting for the next deal.
Adapt or be forgotten — the tech world spares no one.