To SME Owners.
Here's what I have come across working with Sme's since 1997 in South Africa, Sme fall into two classes.
Those who started their business with a technical background,
Those who started their business with a sales background.
This comes with different challenges-
The approach to the business, staff, clients, suppliers, the market in general.
The technical approach is attention to detail, many hours spent working in the business, struggles to understand the sales mentality, focuses on features of the product, makes things to complicated, so the team become frustrated.
The sales approach is all about just get the sale at( nearly) all costs, business just focuses on sales and more sale, sales systems are put in place, but are broken regularly, no other systems are in place, the team plays hard and works hard, A Sales mentality has set in, not a Business mentality.
Yes there are exception to the rule, as always, one also needs to factor in where the business is, in the Business Life Cycle.
Tell next time may the Force be with you, I am your Silent partner helping you work on your business.
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