Morning Motivator – Are You Technically Flawed?

"We want to make sure you, as sales, do not have to get technical."
- Richard Tatum, President of Midsouth Consulting Group 

With the impending "OFFICIAL" launch the BarkLoud Group around the corner; I have been spending time TRAINING with my strategic partners better learning their businesses and their operational models.  Yesterday, I spent the day with the team at Midsouth Consulting Group – very IMPRESSIVE! 

In discussion with their President (and my friend), Richard Tatum, I EXPRESSED my desire to FOCUS on generating new opportunities SOLELY – not delivering or selling on technical expertise.  I shared my belief that the cause for DELAY in the sales process of technical businesses are CAUSED by a lack of a defining "cut over" from sales to operations. 

Traditionally, most business OWNERS were once the technical deliverer of services, never in sales or management until absolutely REQUIRED.  (Read the E-Myth if you want a great example).  This CREATES sympathy for OPERATIONS and asks SALES to take on more TECHNICAL responsibility up front.  (SECRET: Most OPERATIONS people think sales teams do not do enough work, while most SALES people desire an environment where they "just sell.") 

2 DEGREE SUCCESS STEP:
The above is TECHNICALLY FLAWED!  In order to have EXCEPTIONAL delivery of services and maximum EFFICIENCY, you must have a "VERY CLEAR" DIVISION of responsibility. 

Look at your company…  Where are the SALES people effective?  I hope that their skills are meeting new people, creating interest in a service or product, maintaining the relationship long term seeking new opportunities. 

What are the OPERATIONS people effective?  I hope that their skills are TECHNICAL delivery of their expertise, timely execution of tasks, minimizing intrusion into the clients' environment. 

OPERATIONS do not want to sell.  SALES do not want to deliver technical services.  While I do agree there are instances where it is required, you must ask,  WHY IN THE HECK WOULD EITHER SIDE BE ASKED TO DO THE OTHERS "SUPERIOR SKILL?"  

So which side of the equation are YOU?  (Both is not an efficient answer)

Cheers,
Zach

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