You may think that increasing sales by 100% is not the easiest of tasks, but with a little bit of target research, ongoing sales process training, coaching and discipline nothing is impossible.

Let me share an example with you. Last year I was engaged by a company overseas who was more than 50% behind target with only three months to go to year end and wanted to increase sales by 100%. The task to reach target by year end seemed almost impossible by the management team.

When they first met me, like most clients initially, they thought I could create a miracle and increase sales by 100% with only two days of sales training. Let me ask you a question - can you change people’s behaviors within two days? Obviously not!

However, the decision reached was to do two days of sales training and evaluate the feedback. The feedback was good and I was accepted to provide ongoing sales, sales management training and one on one coaching to increase their sales by 100% within three months. I was also under the gun to produce measurable results.

Once the measurables, that were under my control, were defined we went to work on increasing sales. We did some research to identify where the existing sales were coming from. We then defined our criteria for the A (Absolute) B (Beneficial) and C (Convenient) clients. We grouped the A’s and B’s and profiled them as accurately as we could. We then placed that profile into the market and identified other A’s and B’s, as well as some existing B clients that had the potential to become an A.

As we went through this exercise, we knew we could increase sales by simply focusing on where we could get better R.O.T.I. (Return on Time Invested).

We then changed the sales strategy from individual high volume small sales (C - convenient clients) to bulk or large value sales - (A and B prospects) to increase sales by 100%.

With ongoing sales process training, coaching and discipline the team was reenergized and motivated to increasing sales. Two weeks before year end, sales were increased by 100% and the sales team exceeded their annual sales target. Nothing is impossible!

Tags: goal setting worksheet, sales strategies, sales coaching, sales tips