Growing Your Sales Team: Is the timing right?
I was reading an article from INC. magazine in which the author talked of attending a presentation given by a successful entrepreneur who asked the large audience, “Who here is involved in selling the company’s products or services?” Everyone held up his or her hand. The presenter responded, “Shame on you! If you are the owner of the company, you should hire salespeople to sell your products or services. You should be focused on selling the company!”
In other words, your highest impact activity as a company owner is to build the value of the company so that it is worth something to someone else — someone who will buy it! This was an epiphany to the author of the article and has struck a cord with the several remodeling company owners with whom I shared it. Their common response: “Boy, I’d love to be able to focus on building value in the company instead of having to sell the remodeling!”
Today, I’m seeing more and more remodelers and painters taking the first step and bringing on sales professionals, most for the very first time. I’m enthusiastic about this direction because it means more feet on the streets promoting your brand while uncovering prospects. We have a group of members in our Remodelers Advantage social network who are sharing commission structures, job descriptions, and working together to start the process of building a sales team right. So, first, establish a strong sales team which will allow you to move your focus elsewhere.
Second, focus on building value within the company with documented processes and procedures, detailed job descriptions, production systems and communication techniques, an organized client database, a proactive marketing program, and key managers that bring enthusiasm and creativity to the table. This level of organizational development shows that the company isn’t solely dependent on the owner’s experience to function but will continue to grow profits and a community of delighted clients based on the huge value within. It’s a business improvement strategy that could have huge positive effects for your company. Now that’s worth something!