Can a Salesperson Increase Overall Sales and Gross Profit Margins at the Same Time?
A pretty common sales question is the following: Can I increase my overall sales and grow gross profit margins at the same time? That question has perplexed almost every CEO, business owner, executive, and top sales pro for centuries. It is certainly one of the most difficult tasks to accomplish in sales, maybe even the most difficult. Sales managers and top level executives try to rally the troops (salespeople) into believing it is very realistic, but in the real world it hardly ever happens. The following two realities usually always happen in regards to sales growth or lagging sales and gross profit margins. As sales grow, gross profit margins shrink. As sales decline, gross profit margins grow. I don’t care where I have been, this rule has almost always been universally applied as a “truth” in the sales world. To me, the two following questions are the most realistic approach for salespeople, sales managers, executives, and business owners to ask when dealing with this problem: 1)
