Louis Massaro argues that sales capabilities determine major revenue differences between otherwise similar moving companies. Using a direct comparison, he explains that with identical leads and costs, a company using a systematic sales process can book far more jobs — illustrated by an example where one company earns $1M/year while another earns $2.5M/year from the same opportunities.
Sales makes all the difference. Everything you want to do in your life goes back to selling moves, if that's how you choose to make a living. And being in this business, right? You know, you take two companies, they do a great job, great movers, great customer service, five star reviews, everything's great. Comparable one's taking the old school approach of like, hey, we give an estimate, they want to call us back, no problem, right? Otherwise, they didn't want to move with us. You have somebody else that follows a very elegant, systematic process that ensures a higher booking percentage. Same leads, same opportunities. You know, you've got one business that could be doing a million dollars a year and another one that could be doing $2.5 million a year. Same overhead, same expenses, a million and a half extra in revenue.
