Seth Godin has this post on his blog earlier in the week, and it goes to the heart of business strategy and development: When should new, growing companies that have expanded through "viral" word-of-mouth campaings add a traditional sales staff?
Seth laments the tendency to gravitate to what's safe and traditional, which would include adding a sales staff...here's his closing thoughts:
As soon as they start using the tactics of the other guys, playing the game they play, they become them. As soon as they decide that they can buy (not earn) attention, it all changes.
It's so easy to respond to growth pressure by pulling that trigger. Tempting, but not worth it.
If we look at the issue honestly, you'd have to say that there's a right time and right circumstance to add a traditional outside or inside sales staff. A lot of businesses need them.
On the flip side, there are times when sales staffs are not needed. The three companies that Seth speaks of may be in that situation...they are growing companies, and they've grown without the use of a traditional sales staff. So, needless to say, there are circumstances when a company might not benefit from a sales staff.
So, if you're a growing company, you need to ask yourself if having a sales staff is the way to grow. Or, are there other more "viral" (and less costly) ways to grow your business?
If you're a sales professional, you need to ask yourself if you work for a company that really needs your services. If the honest answer is "no", its time to look for another job before you're let go.
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