Add Value to Stay Alive
21st March 2018
Life is the Summation of Small Problems
24th April 2018

How you can increase profits and revenues through marginal gains?


The journey and upward trajectory of British cycling is well documented (even though they have had some bad press recently).

In the span of 8 years the Team GB gold medal haul rose from 2 in Athens to 8 in London. 2004 had been the best result since 1908 and yet improved performance continued with 8 golds each at the 2008 and 2012 Olympics, and 6 in the 2016 games in Rio.

Similarly, British performance at the Tour de France, with the first win ever in 2012, followed by wins in 2013, 2015, 2016 and in 2017.

So, what had changed?

A philosophy of ‘marginal gains’ was given to be a major factor in the improvements made and sustained.

Sir David Brailsford said: “It’s important to understand the ‘aggregation of marginal gains’. Put simply, how small improvements in a number of different aspects of what we do can have a huge impact to the overall performance of the team… If you break everything down involved with riding a bike, and improve it by 1%, there is a significant increase when you put them all together.”

A similar approach can also be applied to selling and improving the effectiveness of sales teams. We aren’t suggesting that you need to begin analysing the fitness levels, psychology and nutrition of your sales people, although that might make for a good case study.

Download our White Paper on the Sales Increase Framework and how to apply the aggregation of marginal improvements to make a big difference in your business.

We highlight Selling is not a problem it’s a process. When it’s not a process, it’s a problem.

The messages throughout highlight that:
• The quality of your selling process governs the quantity of your sales
• The quality of selling skills governs the quantity of your leads and conversions
• The quality of your sales management governs the quantity of the business you write
• Higher quality results in improved revenues, reduced costs and increased profit.

Improving the quality of the sales process, how this process is managed and giving sales people the right skills and behaviours delivers increases in sales velocity and results.

You win more sales, win bigger sales, win more profitable sales and win them more quickly.

Mike Wilkinson
Mike Wilkinson
Managing Director Advance - Creators of SCOTSMAN®