Have you heard the saying – Proof of the pudding lies in the eating.
Same way, Proof of the success of a business(startup) lies in the profit. Do you agree?
Unfortunately, today most of the startups are more focused on funding rather than revenue, and even less on profit. Many times we forget that funding in any form (be it Loan, Angel or Equity) has to be repaid and specially if it is Equity or Angel, it has to be repaid many folds.
The only money a startup or business really owns is the money from a customer (of course after the delivery of the product or service). This brings us to the importance of customer acquisition.
Personally, I have been selling for zillion years, because, I started selling when I was just 10 years old (So, don’t ask me how old I am, I am just Zillion+10 years old). I am excited to say that I am still actively involved in selling. But more than that, I am into helping salespeople to increase their sales. Even more importantly, I enjoy supporting Startups and SMEs to improve their revenue and profit.
Based on my experience, I have noticed that most sales-people are too eager to take the credit for an order, even if they have played very small role in the process. However, when it comes to losing an order, they are convinced that it is not their fault. They blame the competitor, the product, the price, the quality, credit terms, the management etc, etc. It’s almost impossible to make them take the ownership of failure.
Without going into the details of why orders are lost, I prefer to focus on how to make sure that we have better chance next time. Would you agree?
As I mentioned, I have been in selling for ages and even today, I make sales calls not only for my business, but also my clients’ business. With all this experience, I have come to the conclusion that
“Selling Skills play a vital role in Selling. Period.”
One of my favourite quotes is
“An Average product + Great selling skills will always beat A Great product + average selling skills”.
Here is an important question you have to ask yourself – Is your company dependent on Great Product(s) or Highly Skilled sales people? Of course, if you have both, it will be unbeatable.
Remember – it is possible that with proper Training, Skills can be taught to anybody.
Unfortunately, many business owners do not mind paying huge salaries to their sales people, but are hesitant to invest even 10% or 20% of CTC (Cost to Company) for their training. The reason is simple. They don’t understand that money invested on Effective Training gives the highest ROI.
Remember that in today’s competitive market where a product does not have a strong USP, a skilled and well trained sales person can become the USP of the product.
Training your sales Team is not a cost of doing business, but a must for profitable business.
So, if you agree that the success of a business should be measured by profit and if the profit is related to revenue, then you must be focused on sales. And for sales to happen, training sales people is the one and only key in your control.