Nothing Happens Until a Sale is Made
Issue 10
Hello, I’m Peter Towers, Managing Director of ESS Small Business and ESS BIZTOOLS. Welcome to Empowering SMEs.
“Nothing happens until a sale is made” - this is a very true statement which, unfortunately, many company directors and business operators have not fully appreciated.
Company directors have a responsibility to ensure that a proactive selling system has been implemented into their companies.
Obviously, the same requirement applies to all other types of businesses as well as not-for-profits, charities, sporting and social organisations.
Businesses need to accept that nothing happens until a product or service is sold. The business is about making things or developing ideas and then selling those things or ideas. Everything else is secondary, because if businesses do not have sales there will be no cashflow.
Everyone responsible for the administration of the business should have a clear understanding of how the business actually generates revenue.
To operate a successful business, directors need a clear understanding that:
- nothing happens until something is sold; and
- to achieve this, they must embrace the idea of a winning sales and service culture within their business and take the necessary steps to learn and master the art and science of selling.
A few years ago, I attended an investment pitch in Melbourne involving about 15 companies trying to raise capital. The adjudicator was the chairperson of the USA Business Angels’ Association.
The first presenter outlined their business operation and gave details of their management team without any mention of a sales person. The adjudicator enquired “Who is your salesperson?”. The presenter had not factored in a salesperson to their management team.
