Most companies and individuals are reviewing their 2006 sales performances. Cheers and kudos for some…. and head hanging for others. Any way you look at it, 2006 has come to a close. Now is the time to plan for strategies for success in selling for 2007.
One way to be successful is to not just set sales revenue goals, but to also set sales activity goals.
If you set activity goals, particularly if they are somewhat of a stretch and somewhat achievable – then you can see accomplishment as you are moving toward those sales deals coming to closure. Unless you have activity goals along with revenue goals, you can’t pat yourself on the back or feel any sense of accomplishment until business has actually closed. That’s ridiculous.
The toughest thing in selling is in keeping your momentum going, and in protecting your attitude for success. By reviewing at the end of the day or the end of the week some of your activity accomplishments, you can feel good (assuming you did get things done) about taking action, whether it was a high level meeting you were able to bring together, or a high number of contacts to new potential customers.
Work to figure out your own personal sales activity numbers – in other words, to know how many prospects you need to close enough business to make the income you desire. To do this, you also need to know how many activities you need to make happen to find those prospective customers, and you need to know your close ratio.
Hint: want help with this? I’ll send you a worksheet at no cost, with no strings – just email me with personal sales plan in the subject line. It will walk you through the process.
Then, go through your calendar and make specific blocks of time to prospect for new business through whatever method you use – cold calling, warm calls, upselling existing customers, or building strategic alliances. In 2007, honor those blocks of time – don’t remove them because something more important came up.
Finally, go through all of your systems and see how you can improve just 1 percent per week. That is very attainable. Often we feel that we need to make massive changes in our world – yet it is the small things we add or remove when selling that end up closing business and helping us win.