Why Are Sales...and Profits...Not Growing...?

sarahogburncc
Jul 24
2 min read

By Sid Chadwick, Chadwick Consulting, Inc. – 07/24/2026

As I recently read a series of Strategic Recommendations from a Consultant I have a high regard for, I noticed something significant seemed missing in the recommendations.

While the recommendations for what needed attention seemed “Spot-On,” those recommendations did not always draw the inevitable line for the reader – for how each recommendation – would inevitably lead to increase revenues, margins, and value of the client’s company.

For example:

“Employee Performance Reviews”: for clarifying job duties, and activities certain employees should not engage – in writing, would lead to clarity and respect for production management, improved employee mutual respect, more jobs being delivered on-time, reduced overtime, and reduced squabbling between Sales Reps re. their customers’ work schedule. Just an elevated “sense of order” would easily improve overall morale, productivity and plant capacity – leading to less customer attrition, increased sales – and profitability…!

Relentless Education of the Sales Team – in particular – re. “Estimating,” tends to improve not just expected job costs, but importantly: (a) more complete Estimates, (b) understanding by Reps & CSR’s for, “Why the cost is what it is,” and (c) “How to ensure that important details are captured up-front, and not neglected” – vs. becoming a late delivery – and upset customer – for lack of critical information – that stops the project – and other projects – mid-stream.

Buyers tend to pay attention to suppliers, who are the only ones asking – “new – but critical questions” – for critical projects.

Satisfied, smart customers tend to reward those suppliers – with more work, and better prices…who consistently demonstrate – Reliability, and Useful Information…!

What do you plan to improve – for Increased Sales – and – Increased Profitability….besides taking on more debt, for buying more equipment, that requires more trained personnel…?