23: Roger Harrop – Salespeople Mistakenly Focus on Selling Rather Business Growth

March 8, 2020
Scale Your Sales Podcast Roger Harrop

My next guest spent seven years as Group Chief Executive of an FTSE quoted, high tech industrial instrumentation group before becoming an author, business advisor, mentor, consultant and independent director focused on business development, growth and success. He is an international motivational business growth speaker who inspires and entertains his audiences with his acclaimed Staying in the Helicopter® programmes.

Roger Harrop makes the business of business simple. He helps grow the business bottom line and maintains sustained success. Salespeople must focus on business growth rather than sales growth.

All the research shows say, Roger, whether B2B or B2C, that we search everyone and everything, which means the importance of your online presence has grown in magnitude. And it’s not necessary to spend lots of money on building our online profile he says.

Roger gave an example of his friend who won a significant contract and asked, “why did you choose our business?” The answer was that it was on the recommendation on his personal profile as the owner. Roger always asks his customers, and often the answer is “you came up twice as often in our research, so why wouldn’t we book you!”

You may not be working in sales directly, both Roger and I agree that customers want to know you before they know you and that’s online. We have done this from the year dot, Roger said, we form relationships first and then develop it from there.

We discussed the problems of salespeople overtly focused on only talking to customers when they want to sell. Roger shared this tried and tested strategy; to visit customers but not to make an order. In the PLC that Roger was CEO, he visited one of his major customers based in Huston in Texas. Roger met the VP of Purchasing and shared where his PLC developmental focus was and why. The VP of Purchasing pulled the VP of Strategy into the meeting, ordinarily a challenging person to get in front of. It was mutually enlightening that they formed an agreement to meet twice a year to discuss ideas and strategy. After two years, the customer could not move to another supplier they were so embedded with the PLC’s added value.

Diversity in the UK is better than many places Roger visits in the world, stating that Scandinavian countries are generally at the top and countries like Iran might be near the bottom. He shared an experience of meeting an Iranian saleswoman who said she is a great saleswoman, but men will not speak to her; they completely ignore her. Although there is a way to go it is generally happening in the UK, offering his experience of tutored on Europe’s’ most experiential course, and over the years it grew from 10% women to 50%.

WIN: How to succeed in the new game of business by Roger Harrop

This is more than a book; it is a bible on creating the essential winning mindset and strategies. The six WIN strategies covered in the book are often overlooked but crucial to all business success. The author has been smart as this is a book of 71 pages, so you will likely read and finish it. But Harrop has created a resource QR Code of video material and white papers for reference.

Staying in the Helicopter: The Key to Profitable Growth by Roger Harrop

The reality is that many entrepreneurs and leaders micro-manage the business are uncomfortable with the finances and strategy of the business. This book is the answer. The leader and CEO that stays in the helicopter hold the key to profitable growth. The author uses his experience as a CEO of an FTSE quoted high-tech industry group; he is the CEO Expert. Harrop says leaders need to master the discipline of Real Business Control, and in the book, this leads to the Profitable Growth Matrix.

Roger said he has great admiration for his hero, Nelson Mandela. You cannot believe the debt we owe him and his impact on the world. At the time the Berlin wall came down, and the end to communism was coming to an end. We live in an incredible time.

One final tip from Roger, who asks: “Does every single one of your customers know about everything you do?” Generally, 80% answer NO. Roger’s challenge us all at 9 am tomorrow to contact every customer and tell them what more you have to offer :-)

@ TheCEOexpert


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