How to get more sales without adding more salespeople

Have you ever asked, "how can we get more sales with the same number of salespeople?"

Here are three ways to make that happen:

1. START revisiting strategies that worked in the last 12 months.

- Too often we see leaders moving on past strategies that worked well, in favor of "new". They learn about an exciting strategy in a mastermind or course and feel compelled to try it out. This adds complexity and distracts the team.

- Review data to understand where deals came from and repeat the successes. If a leader is clear on the activity that generated clients, they can have the team do that thing again and again.

2. STOP adding in more new "shiny object" ideas.

- An enthusiastic team with a "can-do" attitude always trying new things and working hard can distract a CEO from a lack of measurement and results.

- We worked with a small software co. with a very lean team that was trying to execute 19 (NINETEEN) growth strategies. We helped them focus on fewer. They grew annual revenues 5x.

3. CONTINUE enabling salespeople to focus on "best-fit" clients.

- A CEO who lets salespeople win deals that the team fails to deliver, will see sales confidence and results fall.

- Sales confidence comes from selling and seeing the client succeed. Success is often a result of focus: similar clients, similar solutions.

- When we helped a zero-growth software company to focus on their "best fit" client, they doubled revenue in 12 months.

 
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