You have a great business idea and a little money or perhaps you are bootstrapping a new franchise or existing business. The world of the “solo-preneur" can be a bit daunting when you are wearing all the hats but perhaps the most uncomfortable hat of all can be the “salesperson” hat.
If you haven’t read any of the “E-Myth” books by Michael Gerber I highly recommend them. Michael is a proponent of what he calls “The Turnkey Revolution” for small businesses where there is a system and a process for everything.
Most people who start businesses were doing some sort of technical work prior to starting the business. A mechanic, an accountant, a computer technician, or perhaps, even a salesperson. The problem as Mr. Gerber describes it is the fundamental flaw of believing that if you understand the technical work of a business, you understand a business that does technical work.
The various roles you play when you start your firm are defined as The Entrepreneur, The Manager, and The Technician. The book is outstanding in that it defines how we must create and function within 3 very distinct roles in order to put together a systematic, process driven, organization.
I don’t want to spoil this outstanding book for you but I believe there is a fourth role that is not merely a subset of the 3 listed above and that role is Salesperson. While it is certainly important to apply the “franchise model” of systematizing functions and processes for how your business operates it is AT LEAST as critical to have a well-defined, systematic process when you are wearing the Salesperson hat. The problem is that very few people who start companies have a ton of experience in sales and those that do seldom bring a well defined and disciplined process with them.
It was statistically proven in a study several years ago that sellers who follow a well defined sales process are almost TWICE as likely to close business as those who “wing it.” Mr. Gerber is exactly right… having a process and a system that works is essential to success.
If you are struggling with growing your new business consistently, frustrated by losing sales you think you should have gotten, or disappointed in your ability to get new prospects perhaps it is time to invest in a proven sales system.
There are many qualified trainers of proven sales systems (I am obviously biased towards Sandler Training) but here is the catch. You can’t just KNOW a system you have to USE the system. Then again that’s where the guy wearing the Manager hat takes over!
Sandler Training in Denver provides sales training, management and leadership training, and professional development for individuals and organizations. Let us know how we can help your team.
