Embrace Holistic Solutions for Long Term Success

One thing I appreciate about functional medicine and Ayurveda is how the entire body is part of the equation. In the Western World, we've become accustomed to going to the doctor for an ache and getting treatment or medication to soothe that ache. But that's just a Band-Aid. What we neglect to examine is how all the pieces go together. Maybe without higher vitamin D or an increase in iron, the ache will not truly heal. And without those elements, the three other seemingly unrelated pains won't go away either.

Business tends to operate like allopathic medicine. I see this often as a sales and marketing strategist. More revenue is the goal, right? Absolutely. However, the "sell, sell, sell" mentality is not always the answer. At least not yet. First take a holistic look at the process.

Where to Begin

When a client brings me on to help their targeted sales and marketing, the initial question I look to answer is: If this team won Powerball tomorrow, could their replacements seamlessly pick up where they left off? Even the simple question of whether someone can take a proper holiday without fielding business calls or things slipping through the cracks needs to be addressed.

"All great achievements require time."

Maya Angelou

Think about your organization, department, core team, or specific role you play. Can you get the necessary space to disconnect without worrying things will fall apart in your absence? Let's take new business owners out of the equation. Everyone else put some serious thought into this. If not, how can this be adjusted? Are there systems in place to support these changes?

Check the Tool Kit

These answers lead into the next qualifying question. If a sales person was hired today, do they have the tools necessary to sell tomorrow? If you don't know what those tools are, the answer is no. Here are a few things to look for:

• Is there a depth of sales?
• Are contract and proposal templates in place?
• What are the three key selling points for each target market?
• Do you know the length of your sales cycle?

In my first sales role, my director quit a week before I started. Another leader in the company showed me paper files and gave me the task of putting them into the sales database. Then she instructed me to call and introduce myself to each of those clients within the aforementioned paper files. We did one role play of a sales call and the training was over. It was sink or swim. Eh… I'm not much for sports analogies so I'll put it in Jackie terms. Within a month, I went from wearing flats to sashaying in stilettos.

Since then this is the space where I've thrived. I set up sales and marketing teams for success. Somewhat ironically, I used to refer to it as my "entrepreneurial spirit". Rather than the trial and error of the Band-Aid fix, why not try a holistic approach? What pieces of the puzzle are missing or broken that could be contributing to the larger mess?

The Energy of Culture

It could be company culture or conflicting management styles. It's fascinating to examine whether the culture creates an environment of fear and scarcity or love and abundance. The energy created makes an impact on results. In wellness travel, we have the chance to explore that in ourselves. The same concept applies in the professional arena. Listen to the words used during meetings and in email communication. Pay attention to the tone and how it makes you feel. Or if you're the one setting the stage, look for nonverbal responses. Did you motivate or alienate?

Clear the Path

This last one can be the most complex. How easy is it for your ideal client to buy from you? And once they buy, will they come back? It involves an evaluation of sales, marketing materials, website, internal culture, and operational execution.

Language barriers are a quick clue into the ease of the process. That can look like language in the traditional sense and how it's curated by market. We need to speak in a way that our clients understand and feel connected to without losing the essence of our message and authenticity.

Once they decide to buy, how is the service experience? A five percent increase in client retention leads to a 75% increase in profitability. And acquiring new clients costs five times more thank keeping repeat clients. Imagine how difficult it is for a sales team that has to hunt for new business over and over and over again. Not only does it wear on the energy of the culture, but it depletes confidence in what they're selling.

Stay Mindful & Intentional

In a world of go, go, go and sell, sell, sell, we can forget core lessons. Remember the tale of the tortoise and the hare? Slow and steady wins the race.

"The only mistake you can make is not asking for help."

Dr. Sandeep Jauhar

Looking back to functional medicine and Ayurveda, these mindful approaches have us slow down, look deeper, and try different approaches to build optimal health. The next time pressure is put on a sales team to perform, instead consider a deeper, holistic approach. If you have trouble seeing past the wound, ask for help.?