The internal growth environment is comprised of business conditions and issues that are within direct influence or control of company management. Internal environment issues range from company vision, values, culture and management style to IT, commission structure and product delivery. Weakness or misalignment in any of these areas quickly undermine sales effectiveness.

Close but invisible
The most difficult problem in addressing internal environment is the inability to see and measure the impact of these critical internal conditions due to familiarity, inertia, organization structure or “we have always done it that way”.

Not invisible to everyone
Unfortunately, these vulnerabilities are almost always visible to customers and competitors.

Our Solution

• Review all incentive programs to determine that incentives align with objectives.
• Clearly define performance standards. Conduct regular performance reviews including both acceptable performance and areas for improvement. Peer review also works well in some cases.
• Reward both individual and group performance.
• Encourage and reward successful new ideas from all levels of the organization.

◄ Back | External Growth Environment ►