What does someone mean when they talk about growing their business? At first, it might seem obvious. Growth means increasing top-line revenue, doesn’t it? Going from $1 million to $3 million. $3 million to $5 million, and so on. That’s what everybody always talks about when describing their company.
Many salespeople don’t like the idea of scripting or sales scripts. But let’s dig a little deeper. If you think about it, most of what we now profess to know was something we learned in school, reading or on the job. While we may have original thoughts or make new connections, the vast majority of what we know and therefore say about the world are basically scripts that we have learned along the way.
I am fond of saying that, “Sales isn’t for everyone. In fact, it’s almost for no one”. Statistics and hard won experience tell us that about 75% of people who are in a sales job ought to be doing something else. Simply put they suck at the job of selling. It’s not their fault! They just don’t have the make-up to be salespeople. These folks shouldn’t feel bad. It’s a very small segment of the overall population that has what it takes to be successful in sales.
When business owners are looking to grow their companies, they often don’t realize that businesses reach “inflection points” where the company gets stuck. Essentially, the company needs to change, to be made new in terms of some people, processes, systems, technology, etc. to advance to the next level.
Another way of saying this is that companies don’t outperform their leaders. And it’s not just knowledge. It runs deeper because a business is the reflection of its owner—warts, psychological issues and all.