In most cases the cause is inside the company, not in the market: a team that depends on one person, a system that cannot handle demand, or marketing that brings in customers the team cannot sell to well. You find the cause by measuring each stage of the customer journey to see where customers are lost.
Step by step
- 1
Map the customer journey
From the first time someone hears about the company to repeat purchases, and write down the number at each stage.
- 2
Find the bottleneck
Is the problem the number of interested customers, the share of them who buy, or the share who come back?
- 3
Examine the team
Does everything depend on the owner or on one particular employee? That is a real ceiling on growth.
- 4
Examine the systems
Are orders and follow-ups getting lost? Does management know its numbers every day, or only at the end of the month?
- 5
Fix the deepest layer first
More ads on top of a disorganized team add to the chaos, not to sales.
Raising the ad budget is the first thing everyone thinks of, and often the last thing a stalled company needs.
Monthly KPI dashboard template
Track up to twenty monthly KPIs, each with a target and an owner, with the achievement rate and a colored status for each one.
Download the template free- why are my sales not growing
- reasons a business stops growing