4 Lessons Learned to Significantly Improve Sales

boiled_frog_improving_salesIf asked, most service contractors would say they want to improve sales.

But improving sales means changing something; the proposal, presentation, or even one’s thinking.

Improvement is change.

Change is difficult (healthcare reform anyone?).

(I was going to include the metaphor about the boiled frog here to point out our natural reluctance to change. You know the story.

If a frog is placed in boiling water, it will jump out, but if it’s placed in cold water that’s slowly heated, it won’t perceive the danger and will be boiled to death.

However, it’s not true.

It’s an interesting and helpful metaphor about humans’ inability to react to important changes that occur gradually.

The boiled frog might help us understand why service contractors don’t significantly improve their sales. Why they wait until they lose a large contract or revenue goes downhill before doing the work for better sales.

But the boiled frog story still isn’t true.

So instead here are 4 lessons learned that will significantly improve sales.

#1  Ask someone other than yourself.

You’re already doing what you know. Time for someone else’s take on it.

#2 Do what it takes.

Worthwhile change requires a significant commitment in time and money.

Accept that fact and commit.

#3 Measure it.

Baseline it before, and then measure it after.

(make it easy on yourself, create a quick baseline from last month, quarter, or year if you don’t  have one now – use a win ratio, read Driving Blindfolded)

#4 Start now.

Change takes time. At a minimum do the exploratory stuff today, this week.

Consider the frog

Simple lessons, challenging work. But worthwhile and necessary.

Chris Arlen
President, Revenue-IQ

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