Many businesses today started with one person who wore all the hats and have since grown into bigger organisations with a healthy dose of passion and a “survival - adapt - or die” spirit.

If you are a small to medium business, you would understand how important sales are to sustain that growth, even more now than ever. Competition is fierce, regardless of industry and continual improvement is vital. Improvement in how you retain what you have, in innovative ideas and of course in selling more effectively.

You have probably heard one or other statistic regarding the number of new businesses that fail. As owners we know and understand growth is crucial but the more you employ staff to do what is required to deliver the solutions, the more the costs increase.

That’s why every recruited member of your team should have the potential for sales and you should, without question, be the no. 1 sales person. Regardless of the experience, passion and discipline in your business, unless you have a clear focus on sales growth, the results that matter will quickly start to show stagnation or signs of going backwards.

From experience, owners get too entangled in the day-to-day running of the business, gradually being sucked into chasing the money rather than building that pipeline. The time has come and gone where reducing costs is easy, so sustaining that pipeline becomes extremely difficult if the focus is on cost cutting at the expense of sales generation.

Controlling cash-flow is crucial however, so there is no better time than now to review more effective ways of collecting your hard earned money. Debitsure allows you to focus on what’s important and on what you do best, which is selling to the next potential customer, by systematising that pipeline.