Should you be selling?
February 19, 2010
Most companies employ bag-carrying sales reps. Sales soldiers are myopic in nature, often control freaks, and always focused on putting money in their pockets.
However, many companies confuse exactly who owns and prosecutes a given sales opportunity. This is akin to having too many cooks in the kitchen. The process of selling should be left to the Sales department, including its leadership.
Sales revenue is jeopardized when opportunities are managed by non-focused Sales reps, such as Consultants. The problems are lack of focus, lack of instincts, and lack of experience for starters.
So why do so many organizations ask their non-Sales employees to sell? It is a short-sighted strategy to accelerate revenue, whereas the real trick is to foster a company culture that makes everybody accountable for supporting sales, but through the Sales department.
