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The relationship of revenue growth to your job?

Written by: Sue Barrett

Article Overview: Every sales person knows the relationship of prospecting to sales is critical. Without prospecting you are not likely to get a sale. We all know the relationship of sales to revenue growth is high. But how many people in your company know the relationship of revenue growth to their specific job? The sales people do. Owners do. They think about it every day.

The relationship of revenue growth to your job?

Every sales person knows the relationship of prospecting to sales is critical. Without prospecting you are not likely to get a sale. We all know the relationship of sales to revenue growth is high. But how many people in your company know the relationship of revenue growth to their specific job?

The sales people do. Owners do. They think about it every day.

Yet many people not working directly with customers don’t often think about how their roles impact sales and revenue growth. Even in some customer service teams they don’t realise the connection either. How many sales leads or up-selling or cross-selling opportunities pass them by?

If I had my way everyone in every business would know their line of sight to the customer. Everyone would have sales and service key performance indicators in their job description and performance expectations. Everyone would know how their job impacts on revenue and profit growth. And everyone would know what a sales opportunity looks like so they could spot them and capture them for your business.

Here’s the test. If I came into your business and interviewed everyone separately what answers would you expect from each of your people to the following questions?

• How does your organisation generate revenue?
• Who pays this revenue to you?
• Why do your customers choose to do business with you?
• What is your role and who do you support in causing customer satisfaction?
• How does your position or job function impact the profitability of your organisation?
• How does your position or job function impact customer satisfaction?
• How does your position or job function impact sales?
• What are your Standards of Service?
• What is your own purpose statement?

If you do not know what a purpose statement look like here is an example:

“I’m in business to support and fulfill my customers’ needs, help create an enjoyable work environment and help my organisation operate ethically and profitably.”

Knowing what business you are in and what you stand for is very important to generating revenue growth in business whether you are in the front line or back office.

Take the test and see what happens. At your next meeting or interaction ask your people these questions and see what they have to say.

Let me know what you find, I’d be keen to hear from you.

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Article Tags: blockquote, customer satisfaction, customer service teams, impact sales, job description, key performance indicators, li li, line of sight, performance expectations, profit growth, profitability, purpose statement, relationship, rsquo, sales leads, sales opportunity, sales person, ul



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