Member Gabriel Fairman Speaks: Everyone Should Be Thinking Sales

The Challenge:

The situation at hand was brought by a CEO who was interested in strengthening his company’s sales organization. He was seeking insight into a strategy that would help him effectively scale.

If you were in this situation, what would you do?

If I were in your shoes, I would work to influence the entire company to approach projects with a business development mindset. To do this, I would identify the leaders across each facet of the company and task them to consider how their teams’ work impacts customer and potential customer perception. This approach would allow me to hold each team accountable for revenue-generating success, rather than just a few individual sales representatives. When employees who work on the production side of the business feel empowered to own their accounts and responsibilities, performance improves – as does morale!

In my experience, this approach has fueled strong growth because of the lack of sole reliance on a sales team. However, going this route isn’t without its own set of challenges. It can be difficult to hold individuals accountable for success and I may need to consider reducing workloads to give employees the bandwidth to integrate sales-minded activities. I may even increase headcount to make it all work. Yet, stronger revenue streams and empowered employees will significantly outweigh these added costs in the long run.

It’s important to keep in mind that this isn’t a holy grail solution; bringing sales to the foreground across all teams is an ongoing process for any organization. Good luck!