Your best salesperson isn't on your sales team.
They're the project manager who talks to clients weekly. The technician who builds trust while solving problems. The customer service rep who actually listens to what customers need.
These team members have what every salesperson craves: established relationships, regular contact, and genuine trust. Yet most companies tell them: "Do your job, leave the selling to sales."
What if that's the biggest growth mistake you're making?
The Challenge: Focus on Swings, Not Hits
This week, try something different. Stop obsessing over the numbers you can't directly control (revenue, quotas, conversion rates) and start tracking what you can control – quality customer interactions.
This matters because companies grow 15-30% annually when they track and reward swings, not hits. The swings are the input. The performance naturally follows.
Here’s how to do it.
Day 1: The Reality Check
Right now, count how many customer-facing team members you have versus how many are officially "in sales." That gap represents your biggest untapped growth opportunity.
Days 2-3: Three Quick Experiments
Experiment #1: The Relationship Deposit
Have one non-sales team member make one genuine check-in call to a customer. No pitch, no ask—just "How's everything going?" Track how both the customer and your team member responded.
Experiment #2: The "Did You Know"
Test During any customer conversation today, naturally mention another service you offer by saying, "Did you know we also handle maintenance contracts?" Don't push—just plant the seed.
Experiment #3: The Magic Question
Have someone ask, "Is there anything else you're working on that we might help with?" This is a powerful question – 80% of customers will actually tell you something, and 20% of those conversations become opportunities.
Days 4-5: Build the COPE Movement
Talk about what occurred on days 1-3 with your team members. Share successes. Reward and recognize. This is where magic happens. In Outgrow, we call this the COPE culture movement, which is built on four mindsets that transform how your team approaches growth:
· Confidence: Your team believes they can contribute to growth, not just deliver services
· Optimism: Customer conversations become opportunities, not obligations
· Positivity: Growth activities feel natural, not pushy
· Enthusiasm: Team members get genuinely excited about helping customers
This COPE movement runs parallel to your existing profit and loss focus. Your numbers still matter, but the daily energy shifts to the activities that drive those numbers.
What You'll Discover This Week
By Friday, you'll notice something different – your non-sales team members will realize they're not "bothering" customers. Rather, they're serving them better. Customers will appreciate the proactive attention. And you'll start seeing opportunities that were always there but never captured.
Most importantly, you'll experience the difference between measuring what doesn't matter (outcomes you can't control) and doing what does matter (inputs that drive results).
The Math That Changes Everything
When a trusted team member asks simple questions during existing conversations,
· 80% of customers share additional needs
· 20% of those conversations become new business
· no overhead or marketing costs are added
If a company with 10 customer-facing team members has 5 customer conversations per week, that's potentially 8 new opportunities weekly just by asking better questions.
The Choice You Face Right Now
You can keep doing what you've always done – measuring results you can't control, pressuring for outcomes, hoping for growth.
Or you can try something that's worked for 400+ companies over 20 years – focus on the swings that create the hits.
Ready to take this week's challenge? Ready to discover how Outgrow can help you build the COPE movement that drives consistent 15-30% annual growth through sales DOING, not sales training?
Your customers are waiting. Your team is ready. Start your week right now!
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