(This article originally appeared on Dave Kurlan’s blog)
I’ll bet that every CEO, President, Director, VP of Sales and Sales Manager asks the “how can we increase sales?” question on a regular basis. Do you?
There are as many answers to this question as there are politicians running for US President in 2012. They include but aren’t limited to:
- Acquire smaller competitors
- Add new product lines and/or services
- Expand to new geographies
- Add salespeople
- Increase advertising
- Raise quotas
- Improve Quality
- Lower Prices
- Land some terrific stories in the press
- Develop your Sales Force
- It’s more affordable than the other options
- It makes it easier to accomplish #4 – add salespeople – and #6 – raise quotas
- B players become A’s. C’s either become B’s or get replaced with A’s.
- It has an immediate impact. The majority of the work can be completed in the first year and some of the most important work is completed in the first 90 days.
- Organic growth returns much greater profit, much more quickly than acquisitions
- Significant increase in closing percentages
- Significant increase in new opportunities
- Best practices are instituted and become legacy
- Sales Systems and Processes are optimized and become legacy
- Improved morale as they become a great, top producing sales team.