Yes, You Are in Sales!

Have you taken a global picture of your company lately?

First, get a camera. Then possibly, you should rent a helicopter and fly over your office to view the picture you just took.

Have you noticed everything that is in the picture? The warehouse, the retail operation, the billing department, the salespeople — all are part of the big picture, that is, the big sales picture.

I am just getting ready for one more week of listening to people tell me, “Well, I'm not in sales, I'm in operations;” “I'm not in sales, I do set-ups;” “I'm not in sales, I just take the orders;” “I'm not in sales, I am the billing manager.”

Have I Been in a Cave?

Hold on! Am I missing something? What's happening? Have I been away from the office too long? Do I need to go back on my medication since I must have absolutely lost touch with the real world?

For some strange and bewildering reason, I thought we were all in this together, but what do I know? I thought each and every one of us was hired to impact the revenues of our company in some way, deal with the consumer and meet the needs of the patient.

We were employed to be a part of the selling process. And although for some it might be a minor part of our work, the impact often can be major. (Hey, those who know me well and have heard me speak know already it does not take much to get me excited or, more aptly phrased, “passionate” about what I believe to be good for your business.)

The person in your company who sees himself as being outside of the sales operation may need a personal invitation to join the group. This “outsider” is costing us all money and energy and, in this day and time, we do not have much of either to waste.

Have we all become specialists in our field without regard for what puzzle piece we hold for the success of the business?

Considering the fact that it takes from five to seven people to get a piece of equipment from your office to the patient's home, it is looking to me like you may be more a part of the company organization than you realize.

One flaw in the operation, one mistake in a promise made to the customer, one statement sent to the wrong person, one price quoted incorrectly or one flip comment (heck, I have made a few of those in my day) can set off a revenue downturn like none you've ever seen.

So, are you in sales? Yes, you most definitely are. And I'm happy to be the first to set you free for the New Year.