There are three areas in which the leaders can focus their efforts in order to ensure exponential growth in sales, revenue, and customers: focus on the vision, drive open communication, and be a great mentor.
What if an investment in your employees was the single greatest contributor a leader could make in order to grow their revenue and improve customer satisfaction? I’m not suggesting hiring more salespeople, or investing in new marketing campaigns, but rather making an investment of time, energy, and even money to support the ability of employees who work in the organization to be effective in their roles.
Does this even sound reasonable?
According to the nearly one dozen CEOs that I interviewed recently, for leaders who are dominating their markets in terms of growth, revenue, and overall market share in their sector, an investment in people is their single greatest contributor to boosting their bottom line.
It’s long been thought that revenue and growth of any organization comes directly from the organization’s ability to both market and sell its products or services effectively. By investing more money and time directly into marketing and selling, an organization will grow, right? Unfortunately, this is not true. Sure you might invest in a new marketing campaign that will yield several leads, but the campaign itself doesn’t ensure that you can close the leads. An investment in developing a sales team might lead to closing more deals, but it doesn’t ensure that customers you sell to are and remain satisfied with your products or services, to the extent that they will buy them again and again.
There are essentially three areas in which the leaders can focus their efforts in order to ensure exponential growth in sales, revenue, and customers, most of which might come as a surprise as they are counter to what we’ve historically believed to be true.
Alignment with the Vision
First off, growing revenue starts in having all employees aligned with the vision of the organization. Where is it going, and what specifically does the role of each employee need to be in order to support reaching the vision? I once stopped by to see a client and asked reception how her day was going. She immediately identified that she had spoken with ten customers, four prospective customers, and several referral sources that day. Shocked at her response, I asked how she was so sure of the status of her calls. She responded quickly, saying, “My role is not to answer phones, but to be the first point of contact for all of our customers, existing and new, and ensure their experience is beyond their expectations.” She went on to share her strategies for connecting with people and learning of their connection to the company. My jaw was likely on the floor as she spoke, but it reinforced what I’ve heard from CEOs and executives of organizations that seem unstoppable when it comes to growth: connecting employees’ roles and responsibilities with that of achieving goals ensures everyone is placing their efforts and energy in the right direction.
Clear and Open Communication