A great post over at Young Entrepreneur discusses that fact that in most small businesses the owner is the key sales person at the company. And while most of us are more interested in the product that we’ve developed, or the service we provide – we are the de-facto sales person. And as the business grows it is very easy to become overwhelmed with the business end of the company and neglect sales. However a continued focus on sales in the key to sustainable growth — or even to stave off attrition.
Evan Carmichael, quoting Sales guru Jeffrey Gitomer, outlined 7 reasons why the principle is the best sales person. It is worth looking at. And yet we still try to expand out business by hiring a sales person to hand this duty off to. We have and have failed twice at it! The key to this is what Jeffrey calls his 7.5th point — even with a sales person, the principle still needs to champion and lead-by-example the sales portion of the business. In a entrepreneurship video I watched a few years ago, it showed an interview with the founder of Netscape, back when they were a viable company — and people actually purchased Internet browsing software. In there, the principle spoke about how he monitored and personally trained his first sales person. And that he took an interactive and proactive approach to training and leading his first sales person – a process he repeated until he had a very size-able sales team.
So, how have you handled selling your company lately?