Three Levers You Must Pull to Accelerate Sales

This is a reprint of my most read 2023 LinkedIn newsletter. I’m sharing this as the message might be the one thing that helps to make 2024 your best year in sales ever! Wishing you a Happy New Year and to all the success you deserve in 2024!

My oldest son recently learned how to pull our car into the garage to make room for basketball in the driveway.

I sat in the car with him and provided some tips, not the least of which was how to use the gas pedal and brake pedal.

As with any vehicle, it requires a slow and consistent pressure on the gas pedal to accelerate the car. The harder you press the gas, the more fuel enters the system, and the faster you go.

Alternatively, if you want to slow down, you slowly reduce the pressure on the pedal, which reduces the fuel, and the car will slow down.

He was a bit awkward at first, figuring out exactly how much pressure to apply to the pedal, and when to apply it, to move the car at the speed he desired.

Fortunately, after only a few minutes and a few jerky starts, he figured it out.

Sales works the same way.

Slow and consistent application of the right strategies and methods over time results in a continued progression of sales.

This is the formula for accelerating sales.

So if your sales are weak, then it means that either:

1. The strategies or methods being used (fuel) are wrong,
2. The application of the strategies (pressure) isn’t correct, or
3. The duration of time applying the strategies or methods (time) isn’t sufficient.

If your sales aren’t closing fast enough, then it means that one of these three levers isn’t aligned with the others.

For example, even the best sales strategies won’t accelerate sales if they aren’t applied with the consistency and frequency required.

Alternatively, consistently applying sales strategies that aren’t effective won’t result in accelerating your sales. You can double down on cold calling, but if it’s not working, then you won’t accelerate your sales.

So here’s the question, then.

If your sales aren’t accelerating at a pace you’d like to see, which of these three levers need adjustment?

Is it the strategies, the consistency of application, or the amount of time dedicated to applying them?

Possibly it’s all three.

Best, Shawn

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