E195: How to Grow Your Sales From 6 to 7 Figures Monthly Sales

In this episode, we're going to unpack how you can grow from 6 to 7 figure monthly sales. Welcome to Sales Growth Made Simple, the show helping 7 to 8 figure trade, construction, and industry sales and business leaders finally end the stress of inconsistent sales by simplifying your sales systems so your team can close more deals and grow faster. I'm your host, Ben Wright, a leader who has been building businesses and sales teams just like you for the last 20 years. In today's episode, we're gonna have a deep dive into how you can grow your business from 6 figures, that's the $100,000 to $999,000 mark, into 7 figures, that's the million-dollar mark plus, in a trade construction industry or B2B or even a B2C-focused business. And we're gonna unpack this by looking at 2 simple levers you can pull with an example from one of our customers to help you make that step. So this customer is a terrific example of success around their sales numbers. And I will say that before we started this process, they were in the mid to high 6-figure monthly range mark. So they weren't that far off the 7 figures. But after we ran this process, they were able to jump into almost doubling their sales in a period that took about 6 to 8 weeks. It was a couple of years ago now, so my memory always gets a bit hazy, right? We, we call that the dad memory slowly fading, right? So many other things to think about. But for me, this business, I've actually made two significant changes and were able to almost double their business. It was an 83% growth in that 6 to 8 period. Big numbers, right? And even bigger numbers when you think about the impact it can have on a business, particularly for this one who didn't have to put on any more salespeople or generate any more leads and were also able to hold those sales numbers for the next 6 months that I worked with them. Super impactful when you think about that from a net profit point of view, but also just from a confidence that as leaders, we can really move the dial from a small number of changes within our business. It's very much our approach, the 1% better, the progress over perfection. And for me, because I know and have seen it so many times across my sales journey, that small changes can absolutely make huge differences to business. So let's unpack what this business did. Well, the very first thing they did was they came together as a team. This team had 6 or 8 salespeople in it at that point in time. They came together as a team and we stripped out their sales process from start to finish. It was a 2.5 to 3-hour meeting where we looked intently at exactly what we were doing through their sales process. We kept it top line, we kept it nice and tight. We didn't get silly around everything that we analyzed. We certainly, we weren't analyzing every word said, but we were, analyzing key moments and key engagements that they had with customers. What we then did is once we were able to map that sales process, right, from start to finish, from lead generation through meet and greet, through quoting, presentation, through the post-sale, through the close, and then finally into the post-sale. By mapping out those 5 steps, what we then did at the end was to circle where the gaps existed. So to look for those parts of the process that we weren't doing effectively and do something about them. This team had about 9 or 10 gaps that we identified and a further 5 or 6 minor gaps, so 9 or 10 major gaps, if you like, and 5 or 6 minor gaps. And we really worked on fixing the first 3 or 4 across that 6 to 8 week period, but got through all of those in our engagement together. So by focusing on those gaps, they were able to decide, okay, here's the things we're not doing well that can really move the dial. Here's the things that if we can just make some small changes to, we can increase our close rates. Here's some things that we will grow our confidence on if we can just get them right. So that was step 1, review the process, start to finish, keep it top line, find the gaps, go about fixing them. Step 2 was coming together regularly as a team to workshop their deals. And that's to, as a group, come in prepared to contribute, sit down, work through their deals, and decide how they could help each other close them. Lots of benefits from this style of meeting. Number 1 is they were able to really clearly work out where the gaps were. Number 2 is they were able to hold each other accountable to their next steps. And number 3, most importantly, is they were able to bring together the ideas of many, bring many minds, in this instance 6 to 8, together to be able to work out how they could solve a problem. And of course, when they solved that one problem, it wasn't unique. It wasn't a problem that was only appearing once. But it was a problem that appeared across multiple deals and could be applied then across those multiple deals. So the multiplication effect or the echo that came from doing those deal reviews was substantial. When you think through that, very simple, okay? And there's a little bit of expertise in executing these meetings, a little bit of expertise in being able to define the process and bring minds together and work out where the gaps are. Of course, a little bit of expertise in being able to engage people to work through deals. But in essence, the concept's very simple. Map your process, find the gaps, fix them. Come together, review your deals, find the gaps, fix them. This business was able to do this really consistently. They were a team of experienced salespeople, so they weren't even new to their game, right? But they were open to seeing how they could improve, grow, and wow, did they get the results from it. So just to recap that, came together, reviewed their sales process, fixed the gaps. And then implemented some really regular deal review meetings to workshop deals and see how they can move them forward. That's it. So as we're finishing up today, thank you, very grateful for you listening. I'd love you out of all of this to find some time, map it in your diary to review your sales process. If you're not comfortable doing it on your own, go and get some help. There's lots of people around that can do it. You can contact us, right? But if you are comfortable on doing it on your own, my request is you bring your team or key people in together to do it. It won't take long, right? You can work through it in an hour if you need to get moving. but go and do that. That's the very first thing I'd suggest you do. Any issues, any problems, get in touch with us. Otherwise, we're on 3 times a week. I'm looking forward to the next episode. We'll keep going down that 1% better every day approach because it does make all the difference. That's it for today. Bye for now. Are you frustrated spending hours of wasted time on sales quotes that you keep losing? Without changing something now, you'll continue to get these same stressful results over and over again. My free quote audit will pinpoint exactly why you're not winning more jobs and what you need to do to increase your close rates quickly. Click the free quote audit link in the show notes to get started now.