BEST WAYS TO INCREASE SALES

During my years as a sales manager, ways to increase sales made its presence in one way or another in every sales meeting I ever attended.  How many books and articles have been written on the subject of how to increase sales.  Further, a salesperson or sales manager who consistently shows his organization how to increase sales can do no wrong in the eyes of the power base of the parent organization.

Make no mistake about it, as a subject, how to increase sales is right up there in the sales arena as “how to make more putts” is to a serious golfer, amateur or professional.  You see, it’s all about making the cash register ring!  Clearly, one of the lasting best ways to increase sales is to increase the effectiveness of closing the bigger opportunities.  That is the focus of Closing the Whales.

Let’s look at some of the best ways to increase sales.

One of the best ways to increase sales is to develop the organizational skill in managing multiple large opportunities concurrently.  There is a glaring weakness found among even the best of salespeople. For example, at the beginning of a typical quarter, most salespeople, particularly in the high tech sector, will have a half-dozen significant opportunities in his pipeline.  At mid-quarter, the best opportunity gets 70% of his attention.  The next best gets 20% and the third best gets 10% of his attention.  The other three barely get noticed at all.  During the last month of the quarter, the number one opportunity is nearly all-consuming as far as his time is concerned.  Some attention is paid to number two but not much.  Number three becomes a full-blown orphan.  This scenario repeats itself in every organization around the world every quarter.

One of the very best ways to increase sales is to learn how to reverse this closing one-at-a-time mentality, and there is a trick to it that you will find in Closing the Whales.

The words increase sales is the written objective of every sales manager’s performance plan it seems.  However, generating programs to increase sales is not the ultimate job of sales management.  My opinion is the ultimate and paramount job of the sales manager is to grow and leverage the sales channel year after year after year.  The objective of that business practice is to increase sales, but the process comes first: the results follow.  In short, the best way to increase sales is more feet on the street regardless of the make-up of direct and indirect feet on the street.  As the feet on the street continues to grow, so should the products and services offered through the channel grow.  Call it sales channel optimization.  Call it a sales force surge!
But for sure, long term, it is the best way to increase sales.

Learn to increase sales for the short and long term. Get your copy of Closing the Whales today!