Core Skills required for Revenue Generation

As a business owner, and whether you like it or not, you are in the business of selling.

It is therefore important, that you have a clear and complete understanding of the core competencies required of any person responsible for revenue generation in your business, including yourself.

It goes without saying that understanding alone is not enough, you also need to ensure your own and your employee's skills, are developed to the level necessary for sales success, and then you need to diligently apply those skills, and sure others are applying them as diligently as yourself.

The key skills required in any sales role are; presentation skills, influencing skills, negotiation skills, communication skills, problem solving skills, marketing skills, personal management skills and critically in this day and age, information technology skills.

If your sales are not at the level where they need to be, a good solution is to firstly put in place structured plans for yourself and key employees to become more competent in every one of these skills, with a priority being placed on the skill sets that are most lacking, in those engaged in selling for your business.

These skills alone will not necessarily guarantee success in revenue generation, as a clear understanding of the key attributes that the individuals concerned also need to possess, and their ability to persistently apply these attributes, is the second part of the solution.

These key attributes include; the need and the will to succeed, ability to think and act quickly, ability to focus on goals, a strong belief in the products and services offered, high energy levels, high self esteem, the ability to act independently, an optimistic outlook on life, the ability to see the bigger picture, a willingness to accept responsibility for personal outcomes, and an ability to empathise with others.

As you can see, a revenue generating role is not for the untrained or marginally competent; selling is actually a profession, and a professional approach is needed by anyone who has a responsibility for revenue generation.

You must also remember that a poorly trained and far from competent salesperson, can do more damage to your business in a short time, than almost any other role not performed to its optimal level, in your business.

Unless you develop your own and your employees sales skills to an optimum level, revenue generation will always be harder for your business than it needs to be, and in tough times your cash flow may be severely challenged.

How do you and your key employees measure up in terms of sales skills and personal attributes that support effective revenue generation?

Do all relevant personnel have personal development plans specifically tailored to improve the level of revenue generation in your business?

Have you led by example in demonstrating your own commitment to upgrading your selling skills?

Have you allowed adequate funds in your budget to support the development of all of the necessary skills in your employees?

Do you ensure that you select the right people with the necessary attributes to succeeed in sales, to participate in your sales training programs, and eventually in revenue generating activities for your business?

If you answer all of these questions truthfully, and reflect on what the answers mean for your future revenue, it may pave the way for you to make the changes you possibly need to make, to give your business a good shot in the arm.