The three steps to winning sales: Part 3
Introduction
This is the third and final part to our blog series “The three steps to winning sales”. Each of the blogs in this series explores the three steps in The Clarity Principle – a principle that has been tried and tested by ourselves and our sales training clients over the years. By following this principle, we can guarantee you will see at least a 50% increase in performance.
The Clarity Principle has three steps:
1. Get Clarity (read about getting clarity in Part 1)
2. Get Confidence (read about getting confidence in Part 2)
3. Get Growth (find out how in this blog!)
This blog post explores the third step in the principle – Growth. However we want to emphasise the importance that you can’t skip ahead. Trying to get growth without the clarity on what you need to do and the confidence to do it is absolutely pointless. The first two steps define the blue print and give you the internal tools to execute it. Only then, can you achieve growth.
Learning to adapt to the growth stage
Once you’ve completed the first two steps, you will start to see growth. Once you are in the growth stage of your business, everything is different. You can’t keep using the same strategies that got you here. You need to learn to adapt to new strategies once you’re in this stage otherwise it’s not sustainable. This is because the pressures have changed. You have to keep up with the demand while continue delivering a great level of service or product and increase revenue.
While “Getting Clarity” in step 1 involves crunching the numbers and setting goals, you need to do this all again in the Growth step, as undoubtedly the context will have changed. The entire business strategy, let alone the sales strategy will need to change to adapt. You need to get smarter with your time and resources.
How to change your sales strategy
How change your sales strategy to adapt will look different for every company, however some things you will need to take into consideration are:
- How do you want to scale?
- How many employees or contractors will you need?
- How many new clients will you need to outweigh the new costs?
- Where is your time best spent?
Ultimately it becomes more evident that time is the scarcest resource, there are only so many hours in a day, and productivity goes to the forefront of the priorities list. Increasing productivity means creating new processes, and part of this is learning what you can eliminate from your current process – and even your life. We encourage our clients to think outside the box here.
Increasing productivity doesn’t always mean time cutting measures such as finding way to cut off 10 minutes to each step in the process. Sometimes the most productive things you can do are things that will allow you to scale, rather than incrementally grow. For example, by increasing your circle of influence and hanging out with people who can move you forward, you will increase your connections but also benefit from sharing ideas with like-minded people.
You need to pull together your available resources to make this happen
Hiring and outsourcing the right people is crucial. There is a reason the quote “hire people who are smarter than you” has become so popular. Employees and contractors aren’t just there to give you more time. If you hire right, you can also utilise their intelligence and strategies to propel the business forward. When you can delegate tasks to others, you start to work on the business not IN the business. This is where you improve systems.
Dynamo Selling partners with businesses to work them through these three crucial steps for growing the business. Through experience, we have developed the knowledge and resources to successfully grow businesses in all sorts of industries.
If our three part blog series “The three steps to winning sales” based on The Clarity Principle resonates with you, get in touch with us and we can discuss how we can help your business grow through high impact sales training.
