You want to grow sales?
Everyone wants to grow sales. All the time. An easy ask, but much harder to deliver. It is much harder still to make changes you actually control and influence rather than what might happen to you. So, how do you grow your sales – simply, under your control and with no budget?
Your options are laid out below – the two critical columns – “can you measure it?” and “can you control it?”
What factors determine your sales growth? What, generically, can you do to grow?
- Increased Industry Buying Trends
- Larger / Easier Sales Territories
- Improved product / New product
- Better Sales People – Different People
- Better Sales people – better training
- Improved marketing
- Prices Changes
- Sales models and Playbooks
How influential are these factors, can you leverage them, do they really help, can you make them happen?
- Potential Impact
- Time to Revenue Impact
- New Approach – not tried before
- Likelihood of Success / impact
- Can the changes be measured and quantified?
- Is it under your control? Are you dependent on another body?
Mapping the Sales Factors against their Influencers gives us a picture of our potential sales upside and most importantly, how much of it we can, personally, control. Nobody wants their success to be dependent on factors they don’t control!
So some changes are hard and some are easy, some have influence, some do not, some you can control some you don’t … what should you do?
Logically, make changes that have a quick and significant impact on your sales, are new in approach, can be measured and are under your control.
Let’s look at a process to measure where we are, quantify our potential and give us a a plan to identify the actions needed to cross the gap.