We don’t do many theme issues in Truck Parts & Service; if we did, this month’s magazine would be the Sales Management issue. We hit the topic hard.
Our cover story looked at the importance of communication within a sales team, and why it’s so important for your people to work together to best serve your customers. Additionally, Bill has an excellent article detailing how your outside sales team can be used to give you a leg up in the battle against Amazon and the e-commerce revolution.
Both articles are tilted heavily toward your customer-facing employees for obvious reasons. Those are the people out in the field and at the counter interacting with your customers every day. Regarding outside salespeople in particular, there may be no employees in your business who have a more direct impact on your revenue and profitability. They are the people you lean on to develop relationships with your customers and to understand their businesses and needs.
But make no mistake about it, those employees in the field and on your counter aren’t the only employees in your business who impact sales. Not in the slightest.
Everyone is in sales. Don’t believe me? Try looking at it this way.
First, think about all the positions in your business where employees have direct contact with your customers.
This includes the aforementioned salespeople, as well as delivery drivers, service managers, marketing employees and anyone you’ve hired to answer the phone.
