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The Mayan ruins at Chichen Itza (Mexico) are marvelous to behold. They include a beautiful pyramid (that can predict the solstices), a planetarium, and a huge playing field (that looks like a Quidditch field in the Rowling Harry Potter series).
The Mayans had a very advanced civilization, which included: one of the 3 independently invented written alphabets, highly developed knowledge of astronomy, architecture, math, and a sophisticated medicine.
Other advanced Central American civilizations – including the Aztecs and the Incas – declined after the Spanish colonists and soldiers came to the Americas.
Not so with the Mayan center at Chichen Itza. It declined hundreds of years before the Spanish arrived.
History identifies these outstanding features of the declining civilization:
Businesses that repeat past behavior, without thoughtful analysis, are susceptible to inducing the ruins of Chichen Itza. This is particularly so, with respect to new business development, where ownership is grappling with an uncertain future demand and may need radical new ideas.
With rapidly changing markets, plagued by declining life cycles, ineffective sales management produces the ruins of Chichen Itza, where:
To prevent the “ sales ruins of Chichen Itza”, business owners must follow Michael Gerber’s injunction and work “on the business”, not “in the business”. Ownership needs to seek best practices and constant improvement on an on-going basis. One way to do this is: by participating in peer advisory group meetings, with an organization like Vistage.
Another is through inviting a sales consultant to help you install sales best practices, especially needed in new business development. An effective sales and sales management system:
Looking to the future, working on selling best practices, helps us avoid the sales ruins of Chichen Itza.