I have worked for some inspirational and influential people in my sales career. I have retained the knowledge they have passed onto me and apply it on a daily basis. One of the best tidbits that were passed on to me is –EVERYBODY SELLS. Everyone in your organization should understand that your team as a whole is responsible for driving revenue.
The boss and mentor that drove this point home to me gave me this concept in the form of a story. While vacationing on the west coast in the 80’s my boss had met a retired bank executive. What made this retired executive unique is he was barley in his 40s.
When being drilled for information on how he had amassed a fortune large enough to retire at such a young age he responded: “I make sure everybody sells.” Now this is not a foreign concept when applying it to your sales team; this guy applied it to his entire staff.
Every employee in all of his banks was selling. The tellers would ask you if you had seen their latest Money Market rates. Even the security guard by the door would direct your eye towards the rack of brochures by the door. The security guard would do this while asking if you were interested in a mortgage or a new car loan.
This is a relatively simple concept, and my old boss and mentor did successfully apply it to our company. He is now retired, go figure. If everyone in the company shares in the revenue, everyone on should contribute to the generation of revenue. This is even more important for your client facing employees.
Are your customer services and tech support people trained to identify upgrade opportunities? Do your developers spend their time fixing bugs or creating new features they feel will drive revenue? How much does your receptionist know about your product line and offerings? She is the first person every visitor to your company sees.
The formula is simple. More people in your organization selling equals more revenue being generated.