The 1% Change

: : Increase Avg Sales Dollar : ( words)

As soon as you have set a goal you have created a destination you want to reach. When you have set the destination, you have created a gap, a gap between where you are now and where you’re going. The gap, of course, must be bridged or filled.

If the gap is small and what it takes to bridge the gap is something we’re pretty familiar with, then it’s easy to bridge that gap and obtain that goal.

But what if, in order to move ahead, you need to learn how to do something new? Or what if the gap is big? A big gap to your destination or the need to learn something new can stop people before they even get started. The destination suddenly looks unachievable.  In addition, setting a big life changing goal that calls for really big changes all at once, often makes us very uncomfortable and we won’t do what makes us that uncomfortable.

So, what happens when we set a goal to double (or triple) our revenue this year? BIG GAP happens. We’re not sure what to do or how to do it.

Answer: break the goal down into chunks – 1% chunks.

If your annual revenue is $1,000,000 now, doubling that means an additional $1M in sales.  Big Gap!  If that causes dizziness and the “yeah, how?” response, then change the 100% goal into the 1% goal.  So, 1% of that goal is only $10,000.   A whole year is 260 working days so, 1% of that goal is 3 days.  If your average sale is $3,400 you only need to make one more sale a day. If your salesperson is making one sale a day, together you can pretty easily figure out how to make 2 sales per day.

If you find your gap is 1,000 feet long, simply break it down into 1% chunks – those steps are only 10 feet each.  Getting 10 foot closer is easy.

A 1% change in the right direction, maintained continuously will build on itself.  When you do something you gain confidence and reinforce the notion that you can make things happen. That’s exactly how the thousands of miles of railroads and the highways that connect the East coast to the West coast were built.  It’s also how the Chunnel or a diamond mine was built. All destinations with Big Gaps are bridged 1% at a time.

About ActionCOACH

Brad Sugars founded the brand Action International in 1993 when he realized there was a disconnect between business advice and implementation. The answer was Action! Brad Sugars created a business coaching company so that business owners throughout the world can realize their goals in business. Today the company is known as ActionCOACH. To learn more about business, visit Brad Sugars Review blog!

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