--- title: You Are First and Foremost a Sales Organization | The Sales Blog description: This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Your company is not a manufacturer. Your company is a sales organization that happens to manufacture whatever it is you sell. Your company […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2012-07-09-at-9_07_04-PM.png --- ### [Now booking SKO meetings for 2026/27! 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Your company is a sales organization that happens to manufacture whatever it is you sell. Your company doesn’t design software. Your company is a sales organization that happens to design software. Your company isn’t an industrial engineering firm. It is a sales organization that happens to sell industrial engineering and design. Sales cannot be allowed to be an afterthought. It isn’t a necessary evil, and it cannot be treated as if it were. Many business fail because they invest more time, energy, and money in their information technology, their finance and accounting, and their administrative departments than they do in sales. They don’t believe that [the entire company is a sales organization](http://thesalesblog.com/blog/2011/12/01/sales-is-the-engine/) first and foremost. On a smaller level, I know countless individuals who could be valuable to other people because of their great expertise but, because they refuse to think of themselves as salespeople first and foremost, they have no clients. #### How Would You Be Transformed? How different would your company look [if everyone believed and behaved](http://thesalesblog.com/blog/2010/12/26/cohesion-is-a-force-multiplier-a-note-to-the-sales-leader/) as if you were a sales organization first and foremost? What would your company feel like to your clients and customers if everyone in the organization were aligned around the goal of acquiring, serving, and retaining your clients? How would your execution change? How would your support change? How would the whole experience of dealing with your company change, and how would your client’s notice this change? What if the belief that you are a really a sales organization started in executive management and extended all the way through finance, information technology, operations, and your administrative roles? How would these departments and roles be changed by that belief? How might they behave differently [if creating value for clients was at their heart](http://thesalesblog.com/blog/2012/04/06/getting-value-creation-in-the-right-order/) of their efforts? What would the product, service, or solutions that you sell look like if everyone responsible for designing and executing for your clients and customers believed it was their role to help sell it? How would your company be transformed if investments of time and money that are often made elsewhere were made in sales instead? Those of us in sales sometimes like to think of sales as the engine. But in reality, an engine doesn’t run on one piston. There isn’t enough power generated by one piston acting alone. Your company is first and foremost a sales organization. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2012](https://www.thesalesblog.com/blog/tag/2012) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on July 9, 2012 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:27:54 PM", "datePublished" : "2012-07-09 21:24:20", "description" : "This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Your company is not a manufacturer. 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