Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Now There is an old joke about how to have a small business. It goes like this, “You know how to have a nice small business?” The punchline is, “Buy a large business and wait.”There is a reason that small businesses stay small, and why some would-be larger businesses shrink.They think that their business isn’t a sales organization. The cardinal sin of most small businesses is that they believe that their business is not a sales organization. They believe their business is a design firm. They believe their business is an accounting firm. They believe their business is whatever they do to create value for customers. But because they do not put sales first, they never have enough customers.They don’t understand the principles of selling. When a small business owner finally understands that they are a sales organization first and foremost, they struggle because they do not understand the principles of selling. Most of the time, they treat every sale like a transaction. They don’t understand the sales process, or funnels, or pipelines. They believe they need to present what they do and provide a quote, almost always by email. Because they do not understand sales, they struggle.Eventually, they hire a salesperson.They don’t know how to hire and manage salespeople. The real problem with a small business hiring a salesperson is they have no idea how to hire or manage them. First, they believe that someone who has sales listed on their resume is qualified to sell. After all, they know more about sales than a business owner, right? Then, they get bamboozled by “salespeople” who collect the salary and produce no results. After going through this a couple times they believe there are no good salespeople available. So . . .They stop hiring salespeople altogether. Because the small business owner doesn’t know how to hire or manage salespeople, they give up. Well, first they hate salespeople. And then they give up. They try to do the selling themselves, or they let a good and loyal employee do the selling for them.They don’t spend the money to build their capacity for growth. When a small business owner is fortunate enough to figure out how to grow, they resist spending the money to scale and keep pace with what should be their real growth rate. Because they cut corners and fail to make investments, they never grow into what they might have been had they been a sales organization first.The key to growth is, was, and always will be sales. Your company, regardless of what you do, is a sales organization. Embracing that is the first step on the path to growth.
Ian Mcgeechan celebrates with physio Craig White after winning the third Lions test against South Africa (2009)Ian McGeechan weighed a puny 10½ st when he made his Headingley debut in 1964 and he was once mistaken for someone’s son when boarding the Yorkshire team bus. Yet is there a bigger giant of the game? writes deputy editor Alan Pearey.The Scottish Yorkshireman went on seven Lions tours, four of them as head coach, and produced the blueprint on which all tours of length should be based: one team, one goal, one hell of an experience. His tactical powers, as illustrated on his favourite Lions tour of 1997 when he nullified Henry Honiball, have always stood him above the rest. But his strength of will was also exceptional: he was a terrific cricketer and once, batting at eight, he defied a table-topping attack for 38 overs to earn a crucial draw for his team. Only four runs were scored in that time.The subject of his Carnegie College dissertation, the invincible 1967 New Zealand team, tells you that his analytical mind was ticking from a young age. But it took a picture of Jonathan Davies defending against a wall of All Blacks in 1988 to reinforce his principle of the ‘cone’ attack, which shaped his thinking for the next two decades. Northampton, Wasps, Scotland and the Lions were the main beneficiaries.He says the best advice he ever got came from a teacher at college. “After 20 years, make sure you’ve got 20 years’ experience, not one year’s experience that you’ve repeated 20 times.”Despite some repetition, McGeechan’s story is told with customary panache by Stephen Jones, and the fact Geech has so few unkind words to say – David Burcher, Will Carling, Laurie Mains and Brand Haskell may beg to differ – is a reflection of his forgiving nature. He will soon be back!RW RATING 5/5 Or perhaps you’d like a digital version of the magazine delivered direct to your PC, MAC or Ipad? If so click here. BUY IT AT: amazon.co.uk RRP: £18.99 PUBLISHER: Simon & SchusterGot a rugby book or DVD you’d like us to review in the Armchair Zone? Email firstname.lastname@example.orgThis article appeared in the December 2009 issue of Rugby World MagazineDo you want to buy the issue of Rugby World in which this article appeared? Back Issues Contact John Denton Services at 01733-385-170 visit http://mags-uk.com/ipc LATEST RUGBY WORLD MAGAZINE SUBSCRIPTION DEALS