Pulling Profits Out of a Hat with Brad Sugars #278

Brad Sugars is the the founder of ActionCOACH and author of the new book, Pulling Profits of of a Hat: Adding Zeros to your Company isn’t Magic, Brad started ActionCOACH when he saw how business owners lacked simple how-to help and strategies to grow their cash flow and profits. Unfortunately, many business owners didn’t know what they didn’t know, leading to struggles with their time, teams and money. In this episode Brad talks about how salespeople can generate profits through exponential growth.

Five Disciplines for Exponential Growth

It’s important that companies exhibit behaviors that are growth minded. Brad believes companies need to address five disciplines:

Strategy – Pick a strategy with a growth point of view.
1. Leverage – “Do the work once, get paid forever”. If you can find ways to improve your productivity, it will show up with exponential growth.
2. Scale – ability to create processes that focus on growth.
3. Marketability – high value products and services.
4. Opportunity Size – how much money is in the niche, how much competition, what is the potential size
Business Development – understanding how much people want your products, and having a strategy across various sizes of clients with a marketing program that discovers qualified prospects.
People – if you don’t grow your people, you won’t grow your business. One mistake companies make is focusing on team building. That’s not enough. Consider performance: hiring, onboarding, training, coaching, etc… Always remember, how you treat your people is how they will treat your customers.
Execution – products and services delivered with exceptional quality.
Mission – make sure there is a connection between the company and the employees. Customers will notice if their staff don’t enjoy working their work.

Profit in the Sales Arena

Have a mindset of multiples: 10x , 150%, or 1500% . Don’t have a a mere 10-15% growth target. Consider Apple, Microsoft and Amazon and how they’ve been able to pivot strategically for massive success.

As a seller, have a mindset that the company is your business. Always know your numbers, step by step. Have a clear process that is tuned, based on results. Work on your communication skills. Adjust your conversations according to the personality type of the prospects. Lastly, do homework on your prospects and understand their wants and needs.

Be a lifelong learner!

How to Find Brad Sugars

Brad is easy to find online. These are his links;

Website: actioncoach.com
LinkedIn: https://www.linkedin.com/in/bradsugars/
Facebook: facebook.com@bradleyjsugars
Twitter: @bradsugars

You can find his new book here: Pulling Profits of of a Hat: Adding Zeros to your Company isn’t Magic

How To Grow Sales

Here are past episodes focused on profit driven growth. Enjoy!