Improve Your Sales
Improve Your Sales: Make Your Own Luck
7th February 2016

Improve Your Sales : Make Time For Business G.R.O.W.T.H

In this week’s blog I would like to talk to you about G.R.O.W.T.H. This is our Kennedy Ross branded system for growing your business.

As the former Sales Director for 118118 and Commercial Director for the Guardian Media Group and the Manchester Evening News, the topic of growth has been and always will be at the forefront of my mind

We believe that business success can be created much more quickly by having a process, and, at Kennedy Ross our purpose is to create business growth. We do this by sharing our tried and tested business sales training.

To help us simplify and explain a complicated process – we named our specialist system for creating growth G.R.O.W.T.H.

…Stands for Goals

In order to hit any target, first you need to define where it is.

Which goals do you need for your business? Goals need to be clear and concise, by all means have a strategic vision but back that up with S.M.A.R.T. (another acronym, Specific, Measured, Agreed, Realistic and Timely) goals and objectives.

Be prepared to fully commit to them and display these goals in and around your working environment.

R…Stands for Relationships

How you treat your employees is how they will treat your customers.

Building excellent relationships need to happen from the inside out:

  1. Involve everyone constructively,
  2. Be a strong and fair leader,
  3. Motivate your staff,
  4. manage your relationships internally, by ensuring the appropriate training and development is offered and implemented and remains on going.
  5. Externally, always look to add value to all your stakeholders, again by managing your relationships.

O…Stands for Opportunities

Your business will grow to the extent that you can create useful opportunities for it.

Without opportunities it’s impossible for your business to grow. In most cases 80{e1243120137523b9d2faf30ca53bc681817b2d840d00996e5f443cfbf40c0e7f} of your revenue will come from 20{e1243120137523b9d2faf30ca53bc681817b2d840d00996e5f443cfbf40c0e7f} of your client base. Segment (split) your customer base into useful groups, put plans in place to contact, visit, up sell.  Identify new opportunities, develop a plan of approach, hunt them down and go for it with a process that works to maximise your opportunities.

Remember – An ad hoc approach will create ad hoc results!

W…Stands for Winning

We are all in business to win. Win clients, win sales, win profits.

Winning depends on your ability to stand out from your competition – so develop your USP’s (Unique Selling Points).

Maximise your competitive advantage, create your value proposition and get in front of your clients and potential clients and win the business. No one can sell what you do better than you so maximise your knowledge, understanding and enthusiasm and win that business.

Remember – people buy from people they like and trust!

T…Stands for Time

Getting the best out of the time you spend will help both your profits and business grow.

Avoid being a busy fool and instead apply clear timeframes to everything you do, whether that’s the number of times you chase a potential customer down or renegotiating payment terms to improve your cash flow. Track both your investment and your results. Understanding which effort gives the greatest reward will help you plan your future more effectively.

Managing your time is critical in ensuring your growth is profitable and sustainable.

…Stands for Hazards 

By managing Hazards (risk) you can choose the most effective path forward every time.

Whether expected or unexpected, hazards must be planned for, i.e. contingency planning. Having a fall-back position helps, but the most important part in managing your hazards is to ensure all your goals are accurately measured

The best way to do this is by creating KPI’s (Key Performance Indicators) throughout the business, from admin to board level, based on performance and behaviour.

Review the KPI’s regularly and consistently – measure everything that could contribute to your success and you will pre-empt your hazards and manage your growth.

G.R.O.W.T.H. – What Do I Do First?

This brief explanation of our G.R.O.W.T.H system explains the areas of your business you need to focus on to make it grow.

But, where do you start?

The answer is to look at the subjects above and ask what you need to put in place in your business in terms of your:

  1. Customers
  2. Business
  3. Employees

I can promise  you, that if you apply the above process and stick to it I can guarantee success for you and your business. If you need more help with business growth, get in touch with our expert consultants today!

Alistaire Jama
Alistaire Jama
Alistaire Jama is the author of Sellology: Simplifying The Science Of Selling. He is also an industry leading sales training consultant at Kennedy Ross where he draws upon years of top level industry experience to help North West businesses improve their sales and revenues.