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THE ROLES OF SALES IN YOUR SMALL BUSINESS

Sales plays an essential role in any business, particularly for entrepreneurs and small businesses. It bridges a potential customer with the product or service your company offers, and it takes a certain type of person to pull it off.
 
Some succeed, some fail. As an entrepreneur, it's your job to make sure you've got the right person in the right seat.
 
THE IMPORTANCE OF SALES
 
Sales is always under attack. When sales are down, we want to know how we can make more sales. When sales are up, we want to know how we can make more sales.
 
It may seem unfair, but that's because a lot is riding on sales.
 
It's a simple equation: Sales = Revenue.
 
That revenue covers your company's expenses (and then some, hopefully), which in turn allows you opportunity for growth. Revenue is a quick indicator of the health of your organization.
 
Take a look at any financial sheet and you'll always see "revenue" toward the top.
 
The thing to remember is that not all revenue is created equal, and not all revenue is necessarily good. An inexperienced salesperson who's still learning the ropes may be focused solely on revenue. But the most effective salesperson are those who understand what high quality revenue looks like, and are focused on running profitable revenue. That's what we really care about.
 
Sales also impacts company morale and culture. With so much at stake, it's not wonder the sales seat is a pressure cooker.
 
SALES IS ALWAYS EVOLVING
 
There's always a new way to reach customers or a new product or service being offered. Your sales team needs to be nimble enough to roll with it.
 
You must be strategic on how, when, and what you communicate for an effective sale. And the connection between your salesperson and your customer can make or break the sale.
 
NOT EVERYONE CAN BE A SALESPERSON
 
Despite so much of our work being done virtually, human touch is essential to sales.
 
Not everyone is a "people person," who can find commonality with others. Not everyone can pick up the phone and connect with the person on the other end of the line.
 
Sales is all about connection. It's based on one singular person's interaction with another human being and their ability to connect and persuade another person with decision-making authority.
 
Some people get it, and others just don't.
 
THE FOLLOW UP
 
Once you've established that happy customer through trust and loyalty, a big part of retention is your follow-through.
 
Trust and loyalty of small business owners is especially important when a client recommends you to a friend or family member, or writes a review online, which holds most of the weight these days.
 
Any review or recommendation can impact the growth of the business through increased brand awareness and sales.
 
Setting up calls or meetings once the sale is closed is a great way to build positive relationships. Your customer can provide constructive feedback, and you have the chance to retain that customer - which is a lot easier than finding a new one!
 
SALES ISN'T GOING AWAY
 
Sales has been and will continue to be the backbone of any successful business - that much won't change.
 
While the way we make those connections may look different - and how and when a business needs those connections will vary - sales will always have a permanent place in business.
 
What does the sales seat in your business look like, and how does it impact your small business? Share with us on Facebook, Twitter and LinkedIn!


INDEX
  • THE ROLES OF SALES IN YOUR SMALL BUSINESS
  • FINDING THE PERFECT GIFT FOR THE ENTREPRENEUR IN YOUR LIFE
  • THE BENEFITS OF OWNING A SMALL BUSINESS
  • WORKFORCE IN MOTION
  • GOAL SETTING FOR 2022: WHAT TO DO NOW TO BE SUCCESSFUL NEXT YEAR
  • LESSONS LEARNED AFTER PUBLISHING MY FIRST BOOK
  • WHY YOUR BUSINESS NEEDS INNOVATION
  • THE COVID-INSPIRED SPIKE IN ENTREPRENEURIALISM
  • THE PROS AND CONS OF OUTSOURCING YOUR FINANCE AND ACCOUNTING SERVICE
  • HOW TO SET GOALS IN 2021
  • THE LEADERSHIP EVOLUTION OF YOUR BUSINESS
  • HOW TO GET THE MOST OUT OF YOUR ADVISORY BOARD
  • THE PANDEMIC-INDUCED INNOVATION OF MEETINGS
  • HOW TO USE THE 8 P'S OF MARKETING TO GROW YOUR BUSINESS
  • BEST PRACTICES FOR COLLEGE FINANCING
  • SCALING A BUSINESS - ARE YOU READY?
  • THE HALFWAY POINT: IT'S TIME TO REVISIT THOSE BUSINESS GOALS
  • GROWTH WITH PURPOSE: SUCCESSION PLANNING
  • GROWTH WITH PURPOSE: EVOLUTION OF FAMILY LIFE
  • GROWTH WITH PURPOSE: FINANCIAL RISK
  • GROWTH WITH PURPOSE: INTEGRATION
  • GROWTH WITH PURPOSE: WHY ARE YOU GROWING YOUR COMPANY?
  • GOAL SETTING 2020: HOW TO KEEP YOUR GOALS FRONT AND CENTER ALL YEAR LONG
  • ASK GERBER: HOW TO STAY LASER FOCUSED DURING THE HOLIDAYS
  • Ask Gerber: How to Identify Your Business's Culture When You Don't Think You Have One
  • Ask Gerber: When Should I Hire a Professional Manager?
  • Ask Gerber: Should You Mix Business with Friendship?
  • ASK GERBER: HOW DO I ESCAPE THE ENTREPRENEURIAL SLUMP OF FEELING TRAPPED IN MY BUSINESS?
  • ASK GERBER: HOW CAN ENTREPRENEURS CREATE SHARED EXPERIENCES WITH THEIR CHILDREN?
  • Ask Gerber: How Can I Recognize Permanent Failure as an Entrepreneur?
  • Ask Gerber: How Can I Recognize and Overcome Temporary Failures?
  • ASK GERBER: HOW DO I HELP EASE EMPLOYEE STRESS DURING BUSY SEASON?
  • ASK GERBER: DO I NEED TO HIRE HR?
  • ASK GERBER : DO I NEED A CEO?
  • ASK GERBER: DO I NEED TO HIRE A COO?
  • ASK GERBER: DO I NEED TO HIRE A CMO?
  • ASK GERBER: DO I NEED TO HIRE A CFO?
  • ASK GERBER: HOW DO I KEEP PASSION AND PROFITS TOP OF MIND IN MY BUSINESS?
  • ASK GERBER: WHY DO I NEED TO INVEST IN HOSTING AN ANNUAL RETREAT FOR MY TEAM?
  • ASK GERBER: HOW CAN I ENGAGE WITH MY CLIENTS/PROSPECTS WITHOUT BREAKING THE BANK?
  • ASK GERBER: WHAT IS A CLIENT SERVICE MATRIX? PART DEUX
  • ASK GERBER: WHAT IS A CLIENT SERVICE MATRIX? PART ONE
  • ASK GERBER: THE HIRING PROCESS. WHY IS IT SO DAMN HARD?
  • ASK GERBER: WHY IT'S IMPORTANT TO KNOW AND GROW YOUR COMPANY CULTURE
  • ASK GERBER: HOW DO I ACHIEVE THE WORK/LIFE BALANCE AS A BUSY ENTREPRENEUR?
  • ASK GERBER: HOW DO I PREPARE MY FRIENDS FOR LIFE AS AN ENTREPRENEUR?
  • ASK GERBER: FIRST GENERATION ENTREPRENEURS AND BUSINESS EXECUTIVES, HOW ARE THEY DIFFERENT?
  • ASK GERBER: I PUT SO MUCH OF MYSELF INTO MY BUSINESS THAT I WORRY I AM FALLING SHORT AS A SPOUSE AND PARENT. WHAT CAN I DO?
  • ASK GERBER: ARE CHILDREN OF FIRST-GENERATION ENTREPRENEURS MORE LIKELY TO BE SPOILED?
  • ASK GERBER: WHAT'S YOUR STANCE ON REMOTE ACCESS FOR EMPLOYEES?
  • ASK GERBER: WHEN DO I NEED TO HIRE AN ADMINISTRATIVE ASSISTANT?
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