A Small Business Team - Sales
“Nothing happens until somebody sells something."
Sales is the engine that drives any business. No sales, no business. That means that everybody on your business team is a sales person. There are specific sales and marketing functions that need to be performed. Specific individuals need to have responsibility for those things, but everyone in a small business needs to act with the customer in mind.
For those of you who have never been an official, full-time sales person you have no idea how difficult it is. All a sales person has is their reputation. Customers don’t buy a good idea or a fancy package. They place their trust in a sales person and the company behind them to provide a set of benefits to the customer.
Someone doing sales has to earn the trust of their clients. How many hours does that take? Usually many, many hours. The higher the cost of the item the longer it takes. How long does it take to loose a client? Seconds. Economically it pays, big time, to keep a current client coming back as opposed to going out to get a new one.
The good news is that the sales effort can be divided up very easily. Anyone who wants to work at sales part-time can be successful for themselves and their company. I’m not necessarily talking about phone sales. With no-call lists these “boiler rooms” are largely a thing of the past. With the communications technology in place today face to face part-time sales can be very successful.
If you could get a team of experienced boomer sales people to work part-time for your company could be in the chips. With good communications and support behind them nobody would ever know they were semi-retired.
Chances are boomer sales people working on a part-time basis are not in it for the money like they were in their 20’s and 30’s. Don’t get me wrong. The money is important. It is how they keep score. It is how they understand their personal worth. Sales people like to sell. They enjoy the interpersonal relationships. They enjoy making the deal. They like to see the deal they made work out for their company and their client. Remember all they really have to sell is their reputation backed up by the company.
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