Why Spark Mantra

Need for Transformation

In the globalised market, as the competitors join the race from the advanced world it may be foolhardy to believe that one can fight “them” on the product design or quality front looking at their deep pockets and their long experience of surviving in highly competitive markets. Hope lies in the fact that safety favours those who “own” the customers. Customer behaviour and hence many of their inherent expectations often differ from market to market due to historical practices and beliefs.
There is an urgent need to transform one’s Customer Engagement Strategy. From focusing primarily on Product Quality need is to now also shift focus to Quality of Customer Engagement.

Most organisations fail to realise that Selling is all about “assessing the situation and influencing the outcome”. There is a need to shift from Sales based on Catalogues , Data Sheets and Price / Discounts to Selling based on understanding the organisational and human dynamics involved in a B2B sales situation. This requires right recruitment and right training. Moreover , with competitive threats becoming bigger and more complex, need exists to expand into newer geographies and segments / sectors. Channel Partners’ network can provide the required force multiplier both in terms of quality and breadth of “last mile” connectivity.
Tragically most SMEs have neither worked on nor fully appreciated the need for creating a brand – a promise that creates a distinct impression in customer’s mind and makes itself uniquely preferred in face of number of competitors.

While the traditional belief has been that a business owner has to (and can) take all key decisions be it in any domain ie Production, Product Development, Sales or any other operational area, the new paradigm demands just the opposite. In the fast changing highly dynamic competitive world business can not afford the luxury of only one brain providing all the solutions and that too in “real time”. Management has not realised that the business continuity requires value adding employees (different from hard working hands) working with a sense of ownership. With everything equal only the Team can make a difference in the market place.
Organisations today need to learn to create benchmarking for talent and develop an ability to foster sense of pride and accountability by creating a motivated and competent team.