Everyone knows small business owners have to wear multiple hats. But what if one of them doesn't fit properly?
Many entrepreneurs tend to be practiced in one or two specific areas -- maybe marketing is their thing. Or perhaps they're an engineer or software developer by training. Being a salesperson and landing big fish clients, however, is rarely an entrepreneur's forte.
For this reason, business owners often want to remove themselves from the top sales role and bring in a specialist. Although it's possible -- and perhaps a good idea -- to hire salespeople or even sales managers, handing off the top job can be a mistake -- especially when you're just starting up.
Here are three reasons you -- and only you -- need to be your company's chief sales officer:
Only you really know the product or service. You don't just know how it works, you know why it works that way. You know how it got to this point, why it is what it is and it isn't what it isn't. You know what it's great at, and you know its weaknesses.
A big customer for a new product or service doesn't want to hear the answers to these questions from an employee -- only from the founder or CEO.
Only you have the drive. Bankers or venture capitalists extending you a line of credit or funding know that an employee can always walk away when the going gets tough. And even the most loyal employees aren't generally as motivated as you. Financiers want to see that you -- with your passion for the business in tow -- are responsible for your company's bottom line. So does your biggest customer.
It is only your company on the line. Big customers and investors want to feel that personal commitment that only an owner can give. At the end of the day, your business is still not a sure thing -- it's the personal assurance that you are accountable, which drives the final deals. And you can't hand that off.
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Comments:
Friday, 30 December 2011 Thursday the funeral and the son has already said he is going to follow the footsteps of the father. North Korea has warned South Korea and its allies the communist nation will not change course following the death of leader Kim Jong-il. On 10th anniversary, euro takes blame for economy Obama is quite on the issue of the Iran and the closure of the, if at all, Strait of Hormuze. Gee I feel we will have a black Christmas. I have no sick comment but I do feel very dizzy. One state is home to 11 of the 79 stores scheduled to be shuttered so far. Several game-changing events lay ahead in the coming year, but the end of the world isn't one of them Rick Tocchet pleads guilty to charges after failing to declare a large sum on his way back to the U.S. The underground complement to the World Trade Center memorial won't open in 2012 as expected The NBA legend makes this Christmas a memorable one as he proposes to his 32-year-old girlfriend A nagging scandal prompts the Spanish royal family to make an unprecedented public gesture Do not lie in a ditch and say, God help me; use the lawful tools He hath lent thee. George Chapman Wandering in a vast forest at night, I have only a faint light to guide me. A stranger appears and says to me: 'My friend, you should blow out your candle in order to find your way more clearly.' The stranger is a theologian. -Denis Diderot, philosopher (1713-1784) I thank You Firozali A.Mulla DBA
Although the article states the obvious that the founder OUGHT to be the best salesman of his product or service, it is patently obvious that many technologists couldn't sell their way out of a paper bag. Too often, they'll get bogged down in their features, won't understand why their (potential) customers "don't get it", and be left wondering why they've still not got a revenue stream. So, very frequently, hiring a seasoned Sales pro, to refine and deliver the compelling business case, is the best idea you could possibly have.
This is a good article. I hired a lot of marketing people to help me promote my services but their efforts to make the pitch successful were totally depended on my input as the business owner and founder. www.ConsultantBarry.com
This is a good article. I like it. I think businesses can benefit, however, in using a "CSO" Chief Sales Officer on retainer to help them through the time it takes to have an owner etc really learn what sales is all about and do it right. I have seen this done manytimes with CMO's on retainer and they become an extension of the organization they are working for AND in time worth themselves out of a job. OR at least this is what has happened in my expereince. Good article. Ryan Sauers www.sauersconsulting.com www.ryansauersblog.com
yes. that is right. I think there are another reason, that is if you can have feasible management to marketing and salesmen, because you know them better.
I couldn't imagine someone else handling the sales in the early phases of launching a company. You're exactly right-- no one else has the passion, drive and commitment that you do up front. Plus, you NEED to be on the front line hearing directly from customers.. what they're responding to, what questions they have, what objections they have, etc. You may need to tweak offerings, pricing, wording on your website, etc based on customer feedback. Don't hand the sales function over unless or until you are able to use your experience in dealing with prospects / customers to fully train and prepare someone else for the role and for the anticipated customer responses. Lisa www.StartYourOwnSmallBiz.com