Sales managers are forever trying to get their salespeople to sell more.


They think in terms of ‘more calls’, more proposals’, and ‘more activity’. There is nothing wrong with that. At

the same time, it is important to understand that salespeople already think they are giving it their all.

They’re not, but they think they are.


So how do they double their sales without doubling their effort?


Look at two metrics:

1. The number of customers who wrote a cheque this month, and

2. The average size of that cheque.


If they only concentrate on getting more customers without getting bigger cheques from existing

customers, they will have a hard time doubling their business.


But, to keep it simple, if they increase the number of their customers by, say, 5% per month and the

average dollar value per customer by 10% per month, they will double their sales within six months!

MONTH 1 2 3 4 5 6 7
Customers 20 21 22 23 24 25 26
Average $ 1,000 1,100 1,210 1,331 1,464 1,610 1,771
SALES $ 20,000 23,100 26,620 30,613 35,146 40,250 46,046

Apply this concept to your own business to show how salespeople can sell more - a lot more - without

much more effort! 


The figures above may be simplistic, but prove in your business how incremental increases in two

metrics can lead to exponential results! 

Source: The Accidental Sales Manager, Chris Lytle