Do you work for a Networked Organization?
Posted by Molly Wendell // in Blog
A few years back, I boarded the plane, took my aisle seat, and struck up a conversation with the person at the window seat, Jim. No one was sitting in the middle at the time. In the short time we were on board, we had already started a fascinating conversation. So fascinating, in fact, that when the person who had the middle seat showed up, I scooted over and gave up my coveted aisle seat. I asked Jim how many people were at his company. He said 2,000. I asked him how many people at his company were responsible for revenue generation. He thought about it for a minute and saidAbout 200. Then I asked him how many people at his company should be responsible for revenue generation. Jim smiled.Two thousand, I guess.
Yes. All 2,000. Every single person in the company should be contributing to the success of the company. Can you imagine if every single person was focused on creating one new referral for the company per year? That’s potentially 2,000 new customers. And what if even half of the company built relationships with one potential prospect? That would still be 1,000 new prospective customers. With that many new prospects, you’re bound to realize additional revenue and profit. What happens when your company grows in revenue and profit? It has more opportunity. The opportunity to hire people. The opportunity to promote people. The opportunity to pay people more. The opportunity to provide better returns to your shareholders. And who wins when everyone is focused on bringing in new customers?
Everyone. Everyone wins.
What happens when fewer people are focused on bringing in new customers? That’s right, less opportunity. Fewer customers means hiring freezes, pay freezes, job cuts and disenchanted shareholders. And who loses when everyone takes the attitude of That’s not my responsibility?
That’s right. Everyone. Everyone loses.
The fundamental question really is “How many people at your company should be responsible for revenue generation?”The answer? Everyone. Everyone at the company should be responsible for revenue generation, and therefore building, maintaining and leveraging relationships. Companies that think salespeople are the only ones who should be focused on producing new customers are completely missing the boat.
Creating a Networked Organization is more than creating a culture of pride. It’s creating a culture of ultimate teamwork. A culture of being all-in-this-together. A culture where each and every person shares in the success of the organization and knows that she or he can do one more thing to make a difference. A culture of networking.