By Kevin Gephart

A reader asked me for some strategies to grow sales in 2022. I appreciate their understanding of 2022 sales not hinging on external forces, but rather on developing and executing their own plan.

How to grow sales is a big question that can pivot on one astoundingly simple idea, leveraging big results. An idea so simple some reps may dismiss it. The strategy works even if you lack sufficient experience, product knowledge, or sales ability. It works during bad economic conditions, even if you have a terrible account list.

While his competitors were focused on all encompassing big ideas to improve their running shoes, a guy named Bill Bowerman was obsessed with shaving just ounces off his new shoe product with each prototype.  He knew his KPI was less weight, which would dramatically improve the shoe’s performance. He later named his shoe company: NIKE! He understood the power of incrementalism to win.

You can’t visit the Grand Canyon without being in awe of incrementalism…single grains of sand washed away over time to make something astounding.

Incrementalism is boring. We don’t like the subtle work that goes unnoticed in the short term. Management wants big gestures, standing ovations, organizational attention, and accolades for “a job well done.”

We understand that only half of the sales calls we make are worth our time. The problem is, we don’t know which half is going to deliver results; we have to enthusiastically make all of the calls.  One of my sales mentors continuously reminded me: “the more sales calls you make, the more dumb luck you have.” Your biggest KPI is number of sales calls you make.

The big idea to grow sales: resolve in 2022 to do one more thing each and every workday.  It will insure you have a great year. Easily accomplished just by adding 15 minutes to your workday, one hour and 15 minutes to your week, and 65 hours to your sales year (an entire work week + two thirds incremental sales time) you’ll realize big sales dividends!

Post “ONE MORE THING” some place prominently, maybe as your screen saver. Do it right now! See it and do it every day.   Let me know how your year progresses.

You can learn more about my growth ideas, background, and send me comments/questions at OOHSalesFaster.com

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