As an executive coach I have found that many business leaders and sales managers have their own ideas about how they are going to jump start sales.

Unfortunately in my vast experience in strategy consulting, most of them don’t live up to expectations – and if they do there is no plan to sustain the winning formula.

In his latest newsletter sales guru Jack Daly posed some “wake up” questions about how to jump start sales.  They were prompted by a study from Doug Hall who is “America’s top new idea man” according to Inc. Magazine and I think you will find them very enlightening. 

See how you fare with these questions, you’ll find the answers in Part 2 of this blog.

 A) What is the most effective company growth strategy?

1. Build customer loyalty  
2. Find new customers?

B) The most effective revenue growth strategy is:

1) Increase average $ sale
2) Increase purchase frequency? 

C) When presenting data to customers it’s best to use:

1) Charts and graphs or
2) Clear and simple words? 

D) Which is the most effective credibility building strategy?

1) Testimonials from satisfied customers or
2) Product/service demonstrations?

E) Customers prefer sales people who are:

1) Highly dependable or
2) Highly competent? 

F) The most effective business growth strategy is:

1) Expanding your offering to serve different market segments
2) Reduce offering to focus on one segment only 

G) Which is the most effective sales and marketing strategy?

1) Offer one benefit  
2) Convert all your features into benefits? 

H) With branding & written communication it is better to:

1) Respect customer’s intelligence or
2) Dumb it down to 10-year-old comprehension level? 

Once you have worked out the winning formula to jump start your sales growth it is important to have the management information to hand so that you also keep on top of your Profit Drivers.  The other essential is to maintain everyone’s focus on the key elements of the formula and hone their skills to deliver the key elements more effectively and not allow people to deviate and follow their own whims. 

Stay posted for the responses to Jack Daly’s questions. If you would like more information then email me at richard.bosworth@whatifspecialist.com. You can also follow @richardwhatif on Twitter and find me on LinkedIn under Richard Bosworth.