This is so true in sales. Sales is a numbers game. In order to win at the numbers game you have to know the numbers you need to put in to get out the results you want. Simple – right? Well yes ~ but so many people fail to do this … you know the saying about common sense not being so common!
Step One: Use this very handy little Sales Predictor Spreadsheet that I have put together for you. Download and DO THIS NOW.
Fill in the spreadsheet … and then come back and read the rest of the article. I will still be here waiting for you! I promise !
Now to get those sales numbers into sales actions. This is how:
For each type of sale (current client and new client), think about what steps you need to take (your sales process) in order to get them in the door as a paying client.
Now, think about when you are going to do this. I set aside time in my diary every week so I can make sure it gets done.
Being good at selling is part practice and part ‘eating your greens’ which means doing the necessary things every day and week.
Another idea I love is to reward yourself each time you achieve your numbers!
One of my first bosses said to me … ‘Don’t expect what you don’t inspect!’
Warm leads are those people that you already know ~ existing clients.
Cold leads are people you do not know ~ new clients
This gives you information on your sales success rates, this will help you think about:
Once you have this information:
Commit to numbers that you think are a stretch – but not unachievable!
If you reach for the stars … you never know you might just touch the moon.
But don’t overstretch yourself … if you aim too high, and think it unattainable you will become disillusioned and stop your sales activities.
Take some time every month with someone you can be accountable to, to review your numbers.
Use this time to also review what you have learned, and how you are going to apply these learnings to do things differently next month.
You will never improve unless you are get out there and give it a go.
For the love of selling,
Like what you've read, and want to know more?
Why not have a look at my FREE ebook on the 11 Secrets of Sales Champions ... specifically for people who honestly hate sales!
Would love to hear your thoughts .... go on!