May 30, 2017

Get The Bad News Out Of The Way Quickly

Look at the two graphs below. The first graph illustrates annual twelve-month buyers on a rolling twelve-month basis. The second graph illustrates annual demand volume on a rolling twelve-month basis.

Annual demand is a hot mess, isn't it? Flat then down then flat then up then down. You can see that Management is trying a lot of different things.

Look at the first graph - customer trajectory is consistently negative.

So, you get those two images out of the way, and fast. Share with folks that your customer trajectory isn't great, and share with folks that top-line demand can improve, based on what you are seeing.

Then get busy demonstrating why demand increased. This is where you can find hope!