Build A Sales and Marketing Process

Sales and marketing is the most important system in at least 90% of the businesses we look at. It is also one of the biggest weaknesses in many companies. Certain industries such as construction subcontracting are very dependent upon relationships. An owner with a few good relationships can build a fairly large volume business. This is great until it is time to sell. Then prospective buyers will view the high risk of loosing major clients negatively. This reduces the value of the business.

On the other hand, some businesses build lead generation systems that are not personality based. They are based on advertising, word of mouth, direct mail, location, or other technique that has been proven to work in the past. The leads are given to trained salespeople who know how to close a reasonable percentage of the prospects. These systems are tracked and fine tuned to improve performance. Auto dealerships, software companies, distributors, and many other businesses use these techniques to improve their business and increase the transferability of the business.

Wouldn’t you feel more comfortable with a sales system that is independent of the owner and proven over time? If there is any way possible in your industry to build an independent system do so. This will increase your business value