Friday, June 8, 2007

Newsday interview

Today I gave an interview to Newsday, the major newspaper on Long Island. I discussed a study that was done in the 50's about why small businesses fail. Do you know what the number one reason was? LACK OF SALES!

Sales is the key to every successful business. But have you ever thought that the sales force is sometimes treated as a second citizen within the company.

Have you ever noticed that this is no "C" level position with SALES in it. There is the chief marketing officer, the chief operating officer and the chief executive officer. There is not a chief sales officer. Why is that, damned if i know. But it is a fact.

What can sales people do to upgrade themselves. For one thing: self promote. Make sure that everyone knows that you are happy to be in sales since it puts you in the middle of the income stream of the company.

Second, make sure that your manager treats you with the same respect that you treat him or her. Are the two of you speaking the same language?

Finally, remember that nothing happens until there is a sale. Everyone is counting on you to be successful for that is the only way that the company will survive.

Good selling.

Steve

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