The relationship of revenue growth to your job?

Guest post by: Sue Barrett
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How Your Procurement Practices Affect Your Sales and Brand - By Sue Barrett

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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How Your Procurement Practices Affect Your Sales and Brand - By Sue Barrett

About the Author: Sue Barrett

RSS for Sue's articles - Visit Sue's website
'Selling is everybody's business and everybody lives by selling something' so says Sue Barrett, sales expert, writer, business speaker and adviser, facilitator, sales coach, training provider and entrepreneur. Sue founded Barrett in 1995 to positively transform the culture, capability and continuous learning of leaders, teams and businesses by developing sales driven organisations that are equipped for the 21st Century. Since inception, Barrett has worked with hundreds of Australian companies challenging thinking to create compelling reasons and continuous learning pathways for people and organisations to develop their skills, knowledge and mindsets to create the shifts they want and ensure they are well informed and equipped for the sales journey ahead.
Sue is one of the leading voices commenting on sales today. Sue has a unique way of getting to the heart of the matter - she combines extensive knowledge, research, insight, and practical experience with a deep sense of compassion to bring forth a more enlightened way of thinking and participating in the world. This makes her stand out from the usual crowd of existing business commentators.

Her ability to distill complex ideas and relate them to life's everyday challenges and opportunities has audience members and readers leaving with a stronger understanding of "self" and how they can begin to achieve excellence through purposeful action. Presenting and writing on a wide range of topics about the world of 21st Century selling Sue's presentations and articles include sales philosophy and culture, sales leadership and coaching, sales training, selling skills, resilience, neuroscience in selling and more. Sue's articles are some of the most widely read in Australia and she is gaining a following overseas as well. Besides publishing on Barrett Sales Blog site, Sue has been the lead sales writer for www.smartcompany.com.au since 2007, and is also regularly published on other highly regarded publications such as Australian Anthill Magazine, Niche Magazine, Marketing Mag, Business Chicks, and Business Deals.

Click here to visit Sue's website.

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