Sales and Profits are the life blood of any company. Non-profits may categorize them differently, and invest the proceeds differently but they are still sales and profits. Sales and profits are essential for any companies survival.
So who is responsible for sales and profits. I think everyone would agree that profits touch almost every department. If for no other reason than controlling expenses within those departments, adding more dollars to the bottom line. Okay… what about sales. That one is easy, the sales and the marketing departments. They are directly accountable for sales.
Every department, team and individual is responsible for sales. Actually it is their primary role. Every job description should state on the first line…
“Responsible for acquiring and retaining customers and increasing company sales”
At Ebsco, the production department manufacturers quality custom springs. You would think their primary responsibility is making springs. WRONG. Their primary responsibility is to increase sales and retain existing customers. HOW? Production makes the BEST springs, to the customers exacting specifications, delivered on time. They balance work loads and labor to achieve the best possible lead times. That’s increasing sales and retaining customers. When production creates quality, on time products, customers want to do business with Ebsco. They are selling.
Our Quality Assurance department checks our springs to insure they meet our customers exacting standards. If we always deliver exactly what the customers expects, they will keep coming back. Maintenance keeps the machines and the plant in top working condition so we are able to produce the best product, in the shortest time. Accounting checks invoices for accuracy to insure our customers are billed in the manner and at the price they agreed upon. Shipping packages the springs to the customers specifications, ships as they request and insures our springs arrive when the customer expects them. Human Resources insures our team members are made aware of their benefits and our policies so the team members will be healthy and happy at work. Healthy and Happy workers can and will make the springs and deliver them on time.
Everyone is in sales!!! Everyone is in customer service!!!
When your team realizes they are part of sales, you begin to see ownership. Team members want to know what sales are and what we are doing to increase them. They take pride in their work and pay attention to details.
So the next time you call Ebsco Spring, if you ask for the “sales department” you might get asked “which one?”.
When everyone is in sales, your product or service sells itself.