Rules of the Hunt: Real-World Advice for Entrepreneurial and Business Success

4 STRICTLY SELLING

Everyone lives by selling something.

—ROBERT LOUIS STEVENSON

IF YOU ARE in business, you are in sales.

Entrepreneurs and small business owners often focus exclusively on what they believe are the essentials. Well-thought-out business and marketing plans are created. Product development and distribution strategies are conceived. Projections are made. And when the work is done, a blueprint for a business machine has been built. However, often not much thought has been given to the power source needed to run it.

Few people will disagree with the old adage, “Nothing happens until a sale is made.” Still, this elementary truth is not always the first consideration in building a business.

The sales department is often underappreciated ...