Make Every Department a Profit Center | Sales Tips

Smaller businesses sometimes don’t have the resources to dramatically increase the size of their sales teams in order to drive more revenue at an accelerated pace. So here is my tip for you.

Make every department a profit center. How do you do that? Well, here are some examples from my real life clients.

Clients of mine that have installer teams, maybe if they are selling products that have to be installed, train their installers to look for up-sell and cross-sell opportunities.

Clients of mine that have delivery people or truck drivers train their drivers to spot new opportunities and to build out new relationships inside those client accounts. Clients of mine (and everybody I would say) have an accounts payable department, so how can you turn that accounts payable department into a group that also helps to build out multiple contacts inside the account?

Clients of mine (and everybody I would say) have an accounts payable department, so how can you turn that accounts payable department into a group that also helps to build out multiple contacts inside the account?

If every single one of the people inside your company who have contact with the customer uses their contact to either spot opportunities, develop new relationships or find up-sell or cross-sell opportunities, you’ve created a company where every department is a profit center. That information can be fed back to sales which, of course, can convert them to revenue for you faster at an accelerated pace because you’re getting more revenue from your visiting customers.

It’s a win, win, win!

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