One of the things that prove the most challenging for an owner in building a sales team is the difficulty in letting go of sales, and for a good reason. Sales are what keeps the doors open, lights on, bills paid, and profit in your pocket.
Sales are generally the one thing most business owners do well. You started your business, you know your products and processes, you’re passionate about your product and company, and you’ve built the business to where it is.
You’re also likely your business’s best salesperson. And therein lies the owner’s dilemma.
If your marketing is working, and your business is bringing in leads, there’s a temptation to take the best leads for yourself. If you do that, you’re missing an opportunity to train your salespeople on your business’s process, style, and sales methodology.
Here’s the paradox when building a sales team:
How do you scale and develop your business when …
- You’re the best salesperson
- You don’t want to let go of leads
- It’s challenging to trust other people to sell because not everybody is like you
Is it possible that you’re the business’s bottleneck?
And on that note, I address the 9 steps that you, as the business owner or manager, need to take in order to build your inside, and outside sales team from the group up.