How to improve sales revenue?
It is a question that haunts salespeople, managers, executives and owners.
Sometimes it comes in a different form:
“How the h*ll am I going to hit my number”
If you search Google, or Amazon, or most anywhere sales professionals might go, you can find a thousand answers to that question:
– Offer insights.
– Tell stories.
– Create value.
– Follow the buyers process.
All of these are good pieces of advice – but do they answer the question?
In part yes, but is “in part” enough?
QUESTION: If a journey is made up of a series of steps, which step is the most important?
ANSWER: If you don’t take them all, you don’t get where you are going.
So how do you improve sales revenue?
How about this:
Think about the steps in your sales journey, and think about how to make each one better.
But don’t stop there.
Think about how one step can follow the other to make the journey more smooth from start to finish.
But don’t stop there.
Think about what you can do to prepare for the journey.
– Are you mentally prepared?
– Do you know what you need to know before you get started?
– Did you have what you need for the journey?
Answer those before you take your first step and the whole journey will go smoother.
But don’ stop there.
Ask who else is vested in the journey. How can they be included to support you, and to benefit from your efforts.
As we take our journey towards sales revenue improvement, we will certainly want to provide the prospective customer with insights and value, and might articulate that with stories. We certainly want to understand how they will decide to make a purchase, and what issues they have to contend with that we can help with or benefit from knowing.
But in the meantime, we have a number to hit, a CRM to manage, a sales manager to collaborate with, leads to gather, meetings to set before we have the chance to offer our insights, etc., etc., and on and on.
If you want to be successful, stop chasing parts and look holistically at all of the pieces of the sales puzzle, then start to work on solving the complete picture.
Quick fixes are usually not as effective as they promise to be. Magic pills don’t work. A blog post, or a book, or an idea may be great, but greater still when it fits into a context.
Want to improve sales revenue? Build your context. Build a framework for thinking about how to improve revenue, and work on all of the parts, and the intersection of all of the parts, and all of the people that interact with all of the parts.
Then go out and read some blogs, go to some seminars, meet with customers, talk to peers, and work at the grand scheme of improving revenue over time – from experience and from learning, and within a framework designed to support your well rounded success.
When you want to take a break and fantasize for a while, imagine there is a magic pill or magic bullet that will solve everything all at once. Or read some blogs or books that promise that there are – if you just do this one thing, or adhere to this top ten list, or change everything because everything has changed…
Then wake up and go back to work, and work on refining your craft. Every day. From every angle. For the long haul.
And you know what?
Over time, you will increase revenue.
Not because you took the right magic pill, but because you are approaching your work holistically, and diligently, and professionally, and wisely.
Do this, and your success in increasing sales revenue is practically inevitable.
Authors note (AKA shameless plugs)
So, this 7-step sales process and associated topics…. Yup, I write about that a lot. I’ve been working with it since I developed it about 25 years ago – in my own diverse work experiences, with my teams when I had them, and with clients ever since.
If you would like to develop you own personalized and customized, highly effective and efficient B2B selling system, here are some further steps you can take:
The Salesman’s Guide to Dating is a free or very cheap (depending on Amazon) Kindle book that walks you through the sales process using the familiar analogy of dating. It’s a good, fun and quick way to get your mind around the whole process and how the pieces fit together.
Building Your Sales Process (BYSP) is a free and very thorough exploration of the same 7-step process that will walk you through the development of your own customized, personal B2B selling system. When you are done, you will know exactly what to do to get new business.
The Momentum Selling System® is an inexpensive but very robust online sales training course that is similar to BYSP, but goes deeper into the concepts behind each of the steps, and also helps you develop a plan not only for the 7-step process but also addresses mindset, repeat business and client base management.
If none of that sounds right, I do personal coaching and offer a free 30-minute intake session so that we can both learn if it makes sense to work together 1-on-1. If this sounds interesting, click over to the coaching page on this site and sign up for the free session.
Here’s to your success!