Tag Archives: core business process

Sales As A Core Business Competency, Part 5: Sales Staff

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SIBP-2Let’s say you’re really far along in creating your business model. You understand exactly what your customers’ needs are, and you’ve crafted an outstanding value proposition for them. After a long decision-making process, you’ve decided that the best course of action for your business is to dive in with both feet and sell to your customers directly.

You’ve also decided that you’re not going to sell through your website, or rely on something passive like a kickstarter campaign. You’re actually going to hire people.

Hiring a sales staff is a big step. It’s time to ask yourself a big question: “How much will I have to pay in order to set someone else to sell for me?” Continue reading →

Sales As A Core Business Competency, Part 4: Economics

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SIBP-1What exactly does it mean to professionalize your sales process? It means making your sales activities a core function of your business. If you do it correctly, your business will be much more profitable, and you will make a lot more money.

In the earlier posts, I’ve explained the foundation of a professionalized sales structure: customers, value propositions and channels. Now it’s time to construct the larger framework that foundation supports. That means talking about costs and profits. In other words, we’re talking about the economics of your business. Continue reading →

Sales As A Core Business Competency, Part 1: The Customer

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SIBP-3Creating a professional sales competency in your business is the single biggest success hack there is. I’ve seen firsthand the impact that a professionalized sales process can make. Not only can it make you a lot of money, it can also completely change how your company is seen by investors, competitors and potential customers.

It’s easy to tell when a business hasn’t developed its sales core competency. They give off the impression that they are just “winging it,” reinventing the process for every prospect and opportunity as they go. At best, this is in inefficient and wildly inconsistent way to generate sales. At worst, it can prevent real traction and turn off both prospective customers and investors, contributing to premature failure. Continue reading →

Sales As a Core Business Process

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IMG_2523When it comes to organically growing a company, you can’t beat the value of a strong sales process. Strong sales isn’t just important for your bottom line, it’s also a powerful indicator of traction, which is absolutely vital for attracting investors.

The big question for many entrepreneurs is “Where do I start?” It’s one thing to know that sales is important, and to know that you need to build a strong sales process, but another thing entirely to know the steps for building one. Continue reading →