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Where Does Winning More Sales in Business Start?

Written by: Leanne Hoagland-Smith

Article Overview: Winning! What a great word. To explore winning more sales in business begins with a sound business model. In the book, "Corporate Canaries," Gary Sutton addressed the warning signs when your current business model is not working.

Where Does Winning More Sales in Business Start?

Winning! What a great word. To explore winning more sales in business begins with a sound business model. In the book. Corporate Canaries, Gary Sutton addressed the warning signs when your current business model is not working. Some of these key performance indicators include:

1. Yearly debt to equity exceed 1:1

2. 3 year revenues have grown at twice the rate of net profits

3. Sales force paid on volume not profitability

In my business coaching training practice, I consistently ask the following question to the CEO or the Sales Manager:

"If I were to survey all of your employees and ask them to share with me the top 3 goals for this organization as they perceive them to be, would I receive EXACTLY the same responses in EXACTLY the same order?" To this day, I have yet to have any CEO reply with a resounding YES.

My next question is How can you win more sales or more business with all of these miss directed actions? In the book, You Can’t Send a Duck to Eagle School, Mac Anderson shared this lesson learned in how to win more business: If you chase two rabbits, both will escape. He revealed how his company, Successories, bought another catalog business and after 3 years sold the business at a loss. This was bad enough, but the lack of focus on growing his first business was far more detrimental.

A sound business model wins more sales and consequently more business. You must know your numbers because businesses cannot continually sell products or services at a loss hoping another division or revenue stream can make up the difference. The U.S. automobile industry is an example of how this is a failed business model.

Yet many businesses do not have a proven business model because they are engaged in what I call Spray and Pray activities. These types of behaviors have them confusing motion with progress and activity with results to quote one of my colleagues and mentors, Doug Brown of Paradigm Associates.

From a strong business model, evolves the strategic action plan that is supported by aligned sub action plans in the key business development areas of marketing, sales, customer loyalty, management & leadership, growth & innovation and financials.

The sales action plan is reviewed weekly along with the key performance indicators such new daily sales, etc. These key performance indicators all keep the business on track and financially healthy. Yet, most businesses fail to schedule time to embrace this simple action because they continue to play Captain Wing-It thereby losing more business than they win.

Take Action Sales Coaching Tip: Return to your strategic action sales plan, take time to review it and determine if you need to make some course corrections. Work existing goals and set new ones if necessary. And remember these words about winning more sales in business: Change your beliefs; improve your results.

Related Articles
  Winning Business the Right Way
  How to Win More Sales
  Successful Sales Techniques
  Losing vs. Not Winning the Sale
  Sales Training - short term or long term success?

Article Tags: 3 years, automobile industry, br 2, business coaching, catalog business, coaching training, eagle school, gary sutton, key performance indicators, mac anderson, model br, net profits, profitability, rabbits, reply, revenue stream, school mac, sound business model, types of behaviors, warning signs



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