Thoughtful Thursdays – Plan for sales growth

Increasing sales revenues is a challenge faced by all sales professionals. The successful sales person will have a plan that leads to higher sales.

Today’s sales thought is about having a plan for sales growth. When you have a good plan and it is well executed, the chances of success are greatly increased. When thinking about sales growth, which area do you expect to achieve your objectives?

Getting back to sales basics, there are only a few ways to grow sales and it is beneficial to have opportunites in all areas.

• Sell more of the same product to existing customers
  • Incremental sales for existing applications
  • If your customer is growing with products that your services support it follows that their purchases should also increas
• Sell additional products to existing customers for new applications
  • If people buy from people they like, then maybe they will buy more from you when presented with the choice. Do they know about all your products and services?
  • Are there oppportunites for new applications? Are you getting the chance to participate?
  • Is a shift from competitive product a reasonable opportunity?
• Sell to new customers
  • Growing customer base
  • New products for new applications
  • Are you talking to enough people and building your prospect base?
• Increase prices
  • Sales revenues grow with no increase in volume
  • Are you under priced?
  • Price increases will not always translate to margin growth, if costs are also increasing.

Having a plan achieve growth from multiple sources of opportunties is a way to maximize chances for achieving your sales growth targets.

Good Selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond to you.

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