Aggregation of Marginal
Improvements

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

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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