Build Your P&L to Increase Sales

To increase sales means that the small business owner to C-Level executive must actively review monthly Profit and Loss Statements (P&L). Maybe it is time to expand your thinking about the P&L within your business. Please let me explain.

Profits are positive. They are the direct results of looking at all the possibilities that your products and services bring to your clients. For it is the possibilities and how you leverage those possibilities that increase sales and eventually your profits.

Losses are obviously just the opposite. They are outcomes from all the limitations that you place on yourself and your business. Limitations diminish possibilities, decrease sales and unfortunately increase losses.

If you truly want to increase sales, you should adopt new possibility sales attitudes instead of a limitation ones. Possibility sales attitudes include:

Viewing cold calling as fun and a challenge

Seeking new alliances even possibly with competitors

Talking with existing clients to learn more

Revisting products or services to adapt and revise to current and future market trends

Looking for new ways of doing old things

What I have discovered is that due to the negative conditioning of our childhood years, we are much more likely to embrace misery over joy and scarcity over abundance. This negative conditioning affects how we use the incredible amount of potential that we all have.

Now be re-training our brain we can become a possibility thinker and look for all the incredible possible opportunities awaiting us as we go forward to increase sales. Wayne Gretsky was once quoted as You miss 100% of the shots that you never talk. Possibility thinkers continue to take shots even though they now they may miss. Limitation thinkers co not take the shots because they are fearful they will miss.

To increase sales and therefore your profits, then doesn’t it make sense to expand your possibility thinking and reduce your limitation thinking especially if you wish to get to where you want to go?


SMB coach, sales and organizational culture authority, Leanne Hoagland-Smith is the People and Process problem solver for forward thinking leadership who want to dramatically improve their business and sales results. What this looks like differs for each SMB and why a phone call to 219.759.5601

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