Can You Triple Your Sales Growth in this Economy?
A small but mighty company shows how to achieve quantum growth by installing the right selling system, the right way.
Supply Chain Services Inc. of Stillwater, Minnesota, is a small private company with about 25 employees. It is 11 years old. It does business-to-business sales. It faces many of the same challenges that your company probably does. Yet it has grown dramatically despite the rotten economy since the crash of 2008.
In fact, this year Supply Chain Services (SCS) did something remarkable. It grew revenues by 60 percent—with no loss of profit margin. Even the company’s managers were surprised. A year ago, they thought they were being plenty ambitious when they set a growth goal of 20 percent.
What happened? First, last year SCS acquired a new owner and CEO, Chip Emery. Second, Emery introduced a new sales system: Action Selling. Third, SCS made sure that every employee, not just the salespeople, received training in the Action Selling system.
That unusual third step — the idea of spreading training throughout the company—was crucial to achieving the eye-popping 60 percent growth rate. It allowed SCS to weave the new system into the organization so thoroughly that everyone—managers, technicians, and salespeople—could speak the same language and pull in the same direction.
If you imagine the company as a computer, Action Selling became its new operating system—a better, faster, and far more robust operating system. As SCS’s chief operating officer Dave Green puts it, “Action Selling provided the system, the language, and the sales culture that we needed to execute our ambitious growth strategy. It was …”