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Aggregation of Marginal Improvements
The mathematics of selling — how a series of small, compounding gains across the sales process multiply into transformational revenue growth.
A philosophy of ‘marginal gains’ was given to be a major factor in the upward trajectory made and sustained by the GB Cycling team since the 2004 Olympics. A similar approach can also be applied to selling and improving sales effectiveness.
In complex sales, the quality of the selling process acts as a mediator to the quantity of sales a business achieves. This short paper demonstrates how the aggregation of small improvements in four key areas of the sales process, can quickly improve sales performance.
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Other resources
- Guide
Guide: Seller Forecasting
- White Paper