2Bobs—with David C. Baker and Blair Enns Turning Your Delivery Team Into a Sales Team
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May 8, 2024 Blair shares steps for creative agency leaders to turn their team into a sales force. They discuss expanding roles, creating a culture of excellence, and navigating the transition from a delivery to sales team.
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Focus On Growing Existing Accounts
- Blair frames this primarily as growing existing accounts rather than hunting new clients.
- Delivery staff who interface with clients can become a scalable sales force if culture and expectations change.
You Can’t Bolt On A Sales Job Overnight
- You can't flip a switch and add selling as a second job without consequences.
- Changing expectations after hiring requires time, training, and cultural change.
Delivery-As-Sales Demands Higher Standards
- Firms that combine delivery and sales tend to be 'intolerant' cultures with enforced standards.
- A shift to delivery-as-sales often requires a higher-performance, less tolerant environment.