Finance - Development Challenges - Grow sales and profit

Grow sales and profit

Using Development Challenges…

Development challenges are designed to encourage you to think about the performance of yourself / your store / your region, identify opportunities and take action to make improvements that will have a positive impact on your business.

This is a practical, hands on way of learning by experience and trying something different or new. Therefore the more you put into this the more you will get out in terms of your personal development.

You are challenged to…

The aim of this challenge is to develop and implement a plan that improves both sales and profit for your store.

All businesses face the challenge of continuing to grow sales and profit margins. Without growth our business would not survive, but focusing on volume is not enough in today’s competitive marketplace. The combination of volume must be balanced with the margins the products and services are delivering.


Sources of Reference

Whilst completing this challenge you may find it useful to look at the following Top Tips:


     SWOT analysis

     Problem analysis

     Market Awareness

     Profit and Loss

Jargon Buster

When carrying out this challenge you may come across the following terminology

SWOT Is a tool that helps you identify the strengths, weaknesses, opportunities and threats of an issue

PEST Analysis is a simple but important and widely-used tool that helps you understand the big picture of the Political, Economic,Socio- Cultural and Technological environment you are operating in.



Logged in as: Adam Bramwell

Finance - Development Challenges - Grow sales and profit

Development challenges

Case Study

Consider the following questions in relation to this challenge and record your answers in the space provide. Working through each question will enable you identify the current situation and possible options you have for completing this challenge to reach a positive end result. You should then select which of the options you are going to put into action.



     What specifically do you want to learn/develop/achieve through this challenge?

     How will this improve you personally and your performance?

     How will you know when you have achieved your goal?

     What is your measurement of success?




     What do you know about these tasks/subjects/areas already?

     What experience have you had of these before?

     What are your thoughts or feelings about undertaking this challenge?

     What is your motivation for learning these things?




     What are all the options you have to achieve this challenge?

     Which is the best way for you to do this?

     Who do you know who could help?




     What are your next steps and how committed are you to them?

     How will you feel once you’ve achieved it?

     How will it be different when you are confident and capable to do these things?

     What are your time-scales for completing this challenge?


In order to complete your challenge successfully it is important that you create a plan capturing each of the actions you need to take in order to achieve your goal. There are two methods of planning that you can choose from when completing this challenge, these are explained below.


Outcome, Performance and Process Goals

“Dreams without goals are just fantasy; goals without dreams are a waste of time”. This planning technique ensures we have both, enabling you to record your overall vision/dream, the performance measures to make the vision/dream a reality and the next steps required to ensure we achieve our performance measure. These are your outcome, performance and process goals.

An Outcome Goal (vision/dream) captures the overall vision that you have in terms of performance. For example you may want to grow profit year on year.

Performance Goals (performance measures) identify objectives / targets to achieve in specific areas of the business that will enable the overall vision to be achieved. One example is you may want to increase conversion to contribute to profit growth.

Process goals are all the next steps that need to be carried out in order to achieve a performance goal and in turn impact upon your outcome goal. For example you may want to observe and coach your team on approaching customers.





Logged in as: Adam Bramwell

Finance - Development Challenges - Grow sales and profit

Development challenges

Next Steps / Action Plan

If you are working towards a goal that relates to one specific area of your business it may be more appropriate to simply record what you need to do as next steps in the form of a table as shown below.




By When


















Having carried out the required actions you should review how this challenge has gone, measure the results of your actions and decide if any further actions are required in order to achieve the original goal. Use the section below to record this information.


What worked well for you during this challenge?










What didn’t work well for you during this challenge and what would you do differently next time?









What feedback have you received from your team and line manager during this challenge? (You may want to ask for feedback now if you have not already done so)










Are any further actions required in order to complete this challenge? If so please outline them in the space below.









Further Information

If you would like to learn more about Growing Sales & Profit the following resources are recommended:


     Speak to your line manager/ Mentor