Here’s a question many business owners grapple with as they contemplate their growth goals… “Should I hire a business development/sales person?”
My answer is usually ‘no’. And here’s why…
Typically you know your business better than anyone else. You are more passionate about your product or service than anyone else. You have more at stake than anyone else. You probably can’t afford someone senior enough to target the bigger clients you really need in order to create significant growth. You are the one that needs to be out there moving and shaking and creating relationships with prospective clients. You are the one who can get into see the senior people in the business companies. Why? Because you are the owner and you are the best.
Bringing in ‘sales’ people is a good idea if you have a simple, saleable commodity and your business planning clearly shows a sales force as part of your overall strategy. But if you are selling services and you want to land good sized long term contracts (which should be one of your growth strategies by the way), then you are the one to lead the way.
You are better to hire more people to deliver the service so that you can get out there and bring home more bacon, than you are to stay in the office hoping someone more junior to you will do the selling work for you.
If you want some advice on this subject, feel free to email me at firstname.lastname@example.org
From the desk of Liber8me. Business mentors and experts in small business exit strategies.