Relying on the Sales Force to do all of the Selling
Many business owners are under the misperception that they are not salespeople.
They believe that as long as they have a talented sales team they no longer need to concentrate on “selling” their product or service.
Nothing could be further from the truth.
No matter how large or successful a company becomes its most visible and important salesperson is always the business owner. If the owner can’t sell his goods or services to others, even in the most difficult of times, how can he expect his sales staff to hit their numbers?
The business owner sets the tone for the rest of the company. If he clearly believes that his company has the best product or service, and effectively articulates this belief, he will inspire his team to achieve more and grow. However, if he is unfamiliar with the value proposition and only serves as the “manager” of day-to-day operations, his sales staff will not have confidence in their product or service. This ultimately leads to poor sales and increased turnover.
- Who is your company’s best salesperson?
- Could they outperform anyone in the industry?
- What if they could?
