Many manufacturers feel like having an organized sales process is unnecessary, but this is simply not true. While some may see sales only as a necessary evil, the reality is that just like any other organization, sales are the lifeblood of generating new revenue and opportunities for your business.
For manufacturers trying to scale, hiring the right salespeople and providing them with effective training and resources is just as critical as having a solid engineering team. Sales isn’t just an administrative function or overhead, it’s a vital component of a growing business and needs to be a central focus if you want to outlast your competition.
If you’re underinvesting in your sales department, it’s inevitable that you’ll experience some of the following challenges:
Lacking diversity in your customer portfolio.
Too many manufacturers rely on referrals or longstanding accounts to drive revenue without hiring salespeople who hunt for desirable new business. They aren’t prepared for dips in demand when there are shifts in their clients or business.
Maintaining a positive cash flow with new revenue streams.
Without using a skilled salesforce, it can be difficult developing and growing revenue streams to expand your company’s footprint.
Struggling with collections.
Salespeople are relationship builders and can dramatically improve the communication between your business and your clients, helping alleviate tension and payment delays.
With Topaz, our clients can make hiring decisions with confidence that their new employees will be trained to lead, communicate, and close deals with sustained long-term success. We equip manufacturing companies to hire better, and then coach and develop the sales skills needed to succeed.