Profit Silos

We all get 24 hours in a day. Some of use those hours better than others. In this week's blog, Bill Farquharson gives a high level lesson on sales focus.

Profit Silos

Years ago, my marketing manager dropped a gem that’s still bouncing around in my brain: Profit Silos.

Also known as profit centers, these are the core activities that generate your income. In my world, that’s The Sales Vault, private coaching, public speaking, writing for Printing Impressions, and maybe one or two others.

Here’s the rule: Never add a new Silo unless you drop an old one.

Why? Because more silos = more distractions = less impact. You get spread thin. Overwhelmed. Mediocre at everything instead of excellent at a few.

So, let me ask you: What are your Profit Silos?

Grab a piece of paper. List the areas and activities where you actually make money. For some, it’s top clients. For others, it’s specific types of work: prospecting, key accounts, up-selling, etc.

The point is awareness. Where’s your time going? Is that time generating income or just filling your day?

The most successful salespeople are ruthlessly focused. They’ve got a formula, and they stick to it. They don’t chase every shiny opportunity. They weigh it. And if it doesn’t fit or forces them to sacrifice focus, they pass.

We all get 24 hours. The key isn’t just using them; it’s using them well.

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And you would be well advised to use part of YOUR 24 hours to join The Sales Vault. Go to SalesVault.pro or call Bill Farquharson at 781-934-7036.

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