Who is Responsible for Performance?

If you’re a business owner, who is responsible for your company’s performance? You, your managers, sales reps, line employees? The reality is, it’s everyone, but it starts with the owner. The owner sets the tone for the business being a sales organization. Often, we see businesses that have not achieved the success they want, and we hear all kinds of reasons as to why: it’s the market, problem customers, competition, problems with implementing new equipment or products, suppliers, employees, etc.

Fundamentally, it starts with the owner being very clear about financial objectives and communicating those to the managers. It starts with the top line- revenue. Everything flows from that. The owner needs to lead the team in building a plan with Key Initiatives (KI) within each functional area of the business. They should be interdependent. Questions to ask: are the KI’s additive to our sales? Will they help to bring in revenue, control expenses and grow the bottom line? Will they make our customers’ businesses better?

It is the owner’s charge to take full responsibility for the success of the business and that starts with a well thought out and implemented plan with sales as the driver.

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"I can’t begin to express how grateful we are for your help and guidance with the sale of our business.  You managed to lay out every step we needed to do.  You found us the perfect buyer and held our hands to the very end. When we look back on the whole experience, we realize that it could have been a nightmare without you.  We felt as though you were always by our side to either answer questions or to just calm our nerves.  We would highly recommend you to anyone looking to sell their business. Your experience and knowledge in everything from valuation to marketing to execution of all the little details made all the difference."

Home Services Cleaning Business (Seller)