Business = selling
A company does live from selling the products not from producing them!, my former boss in Munich used to say.
Selling = mind set
In our company, every new hire has to spend one week in pricing and sales department first. Only then they can start working in marketing, customer service, accounting, etc., the CEO of a large insurance company in London once told me. This company has double as high margins as their competitors.
Pricing = selling
When our sales people discover a shop somewhere in the world that is selling our products at a discount or when our product is not the most expensive one, we ask the pricing department to fix it immediately. We are the best and so the price must be the highest., a director of a large energy drink company once told us, and we were all quite surprised by the speed of interaction between sales, pricing and distribution.
In a typical company the responsibilities are defined to achieve tremendous growth: sales people must sale. Middle and back office people have to stay back and do their jobs, too.
In some companies, though, everybody works at the front. Everybody sells.
The commitments to growth are also different. They range from 0 to 100%.
What you aim for, is what you get. Standing aside or staying back, doesn’t produce a leader and it does any good to the whole. Companies prosper from selling.
IN YOUR COMPANY, ARE ALL COMMITTED TO HIT THE GROWTH TARGET…?