Mainebiz

V O L . X X V I I I N O. I I JA N UA R Y 2 4 , 2 0 2 2 8 B U S I N E S S M A I N E B U S I N E S S M A I N E B U S I N E S S N E W S F RO M A RO U N D T H E S TAT E N O T E W O R T H Y C E N T R A L & W E S T E R N VIP Tires & Service in Auburn said it donated $151,050 to the Make-A- Wish Foundation. Skowhegan Savings awarded a total of $20,000 to 20 nonprofits selected by employees as part of its Season of Giving program. The Professional Logging Contractors of Maine in Augusta said it raised a record $205,000 for Children's Miracle Network Hospitals in Maine in 2021 through its annual Log A Load for Maine Kids fundraising efforts. United Way of Kennebec Valley in Augusta announced a 2021 fundrais- ing total of $1.8 million, representing a 12% increase over 2020. Out-of-state firm on Belfast buying binge Washington State-based AngelCom IT Services said it acquired a tech A S K AC E A n s w e r e d b y D o n n a B r a s s a r d , o w n e r o f S t r a t e g i e s + Q: Our sales numbers are flat again this year. I'm not sure I can ask my team to do much more. They are all putting in lots of hours and I'm concerned about burnout. Our best efforts are not getting results. What are we doing wrong? ACE advises: Remember the old adage, "The definition of insanity is doing the same thing over and over again and expecting a different result." Working harder or for more hours may mean that you are working on the wrong things. Let's not be crazy. Let's be strategic. Information drives sales strategy: I've seen cases where companies have put the most effort into selling the least profitable product. To develop a sales strategy, you need infor- mation. Take some time to evaluate your revenue streams. How deep is your understanding of where your sales come from and how they come to you? Sure, you can quote the top line, but dig deeper: Which revenue "bucket" is growing or static or losing sales? Which product is most profitable? Know your customers, the market and your people: How well do you know your customers and why they do business with you? What's your customer churn? Don't expect that every client will remain a client, or even have the same buying habits every year. In fact, expect the opposite. Turnover is a given, so you need to replace lost business before you can grow your top line. Consider these questions: Are you replacing 20%, 30%, 50% or more every year? Do you have a clear picture of who your best prospects are, and why they may not do business with you? Have there been changes in the marketplace? How are your competitors doing? Are you in a position to act on new opportunities as they become available? If no, why not? Are your sales people motivated to build a book of busi- ness or are they comfortable where they are? How commit- ted are you to training them? Are they accountable to you? Your strategy and success depend on the answers to these questions. Donna Brassard, former publisher of Mainebiz, is owner of Strategies+, a business consulting firm that helps businesses maximize their potential. Learn more at strategiesplus.biz, and you can reach Donna at db55me@gmail.com For more on this topic, see "How to Jumpstart Your Sales" at consultexpertise.com/blog/12252603 @ M I D C O A S T & D O W N E A S T

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