Who Is Exactly On Your Small Business Sales Team?

How often do we hear in any small business, ?I am not in sales? or ?Call Joe, he is the salesperson?? Yet this archaic attitude or belief is truly contrary to small business sales success because everyone from the truck driver to the warehouse person to the technicians to the accounting clerk to the receptionist are all members of the small business sales team.

This statement is so important to the small business sales success especially today as the marketplace receives more players and the piece of the pie continues to become smaller.

With many small business owners the ongoing emphasis is to sell, sell, and sell. Even the hardest working sales team cannot secure first time or better repeat orders when there is misalignment between strategy, structure, processes, rewards and people. (Galbraith 5 Star Model). Sales Coaching Tip: Small business sales success is measured beyond the ever present goal to increase sales.

This message is ?We are all in sales? must be and I repeat,must be, embraced by every employee.? For all it takes is one negative encounter, one not the best interaction and years of relationship building can vanish in a nano second taking the small business sales success down the red hole.

When I was in corporate, I witnessed this ?I am not in sales? or better translated ?That is not my job, man?? belief countless times.? This belief created silos from warehouse to inside sales to accounting. And usually from these silos ongoing conflict evolved with the customer bearing the brunt of these conflicts. Then as sales manager I had to resolve the conflicts.

Even when my boss, the small business owner, attempted to reinforce the message everyone was in sales he was still met with resistance. Part of his challenge was he could not fire some of the employees because they were family members.? This created other issues that resulted in barriers to having a high performance culture.

If you are a small business owner, then it is your responsibility to develop a culture of high performance and that means everyone is in sales. Of course, this also requires consistency specific to your behaviors.

P.S. Consistency is a sales, management and leadership talent that comes from within each person. The FREE webinar, Be True to You, will discuss talent management and how to begin to develop consistency and reliability from within each employee or individual.

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Source: http://processspecialist.com/increasesales/uncategorized/who-small-business-sales-team/

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