Where's Your Company Focused ? Sales or Management? ? Mind ...

If your company is focused on either sales or management, then you may need to rethink your focus. Without sales you?ve got nothing to manage, and, conversely, without management you?ve got nothing to sell. As one hand washes the other and they both wash the face, you need to devote equal time and energy to both sales and management.

Too often a company?s sales are taken for granted. The phones are ringing; clients are calling to purchase your goods or services. But when the economy slows or a new competitor enters the market and the phone stops ringing, that?s NOT the time to start thinking about increasing your sales efforts.

My mentor, Tom Hassey, always told me, ?The selling never stops,? and he meant never! With new clients, old clients and potential clients, you should always be selling new services?other services. Never assume all your clients know everything about your capabilities. Selling is about identifying a problem your client has; then you have to show how what you provide solves that problem. Selling is that simple.

If you don?t have a sales and marketing plan, it?s time to get one. It?s never too late to plan for your company?s future. Like a road map, the sales and marketing plan is the road map to success. Without a map of where you want to take your company, how do you know where you?re going? More importantly, how do your employees know the direction in which the company?s going? Everyone?s lost and running in different directions. If you?re going on vacation and don?t have a map or plan on how to get there, how do you know where to go? It?s no different with your company.

If you?re not sure where to start to put together a sales and marketing plan, first talk to someone you know in your industry. Then you may want to talk to someone at your industry association. I promise you they can put you in touch with people who can help you design a sales and marketing plan.

Any money invested in a sales and marketing plan is money well spent and a wise investment in your company.

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Source: http://rovi.usglassmag.com/2012/07/wheres-your-company-focused-sales-or-management/

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