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.