Have you ever been in a store that was not easy to navigate?

For the past 15 or so years I have had the ‘opportunity’ to shop at IKEA for selected items. I was always intrigued by the tangled web of their shopping aisles.

Recently I read an article that talks about a Professor of Architectural Computing at University College in London England named Alan Penn. According to Professor Penn, the feeling of getting lost in the IKEA store leaves shoppers feeling "licensed to impulse purchase." Amazingly this strategy works, as 60 per cent of purchases at IKEA weren't on shoppers' lists.

Why do I address this? IKEA has come up with a sales plan that does work. Has your company set up a plan that influences your clients to make purchases? In fact has your company set up a sales plan that help clients buy easily?

Either way, if you haven’t set up a sales plan you are leaving too much up to chance.