A credible organization consistently performs and grows according to a plan. Such an organization will invariably be a system of three systems:
- A system of delivery
- A system of sales
- A system of growth.
It is not uncommon for an early stage organization to be good at delivery and good at growth but stuck at square-one when it comes to its system of selling. Leaders of such organizations often find themselves consumed with delivery and with never enough time to develop and drive a system that generates new sales opportunities.
Interest and competence in sales starts at the very top of an organization. It is in everyone’s best interest for a top executive to own the challenge to determine how to systematically create demand for what the organization offers. Once a leader figures out how to sell, the method can be routinized and taught to others to execute, manage, and scale. Continue reading