Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
OMG – There are only 11.5 months left in 2022!
Shake those holiday cobwebs away and ask yourself how you're doing so far in the new year. There are only 11.5 months left in the sales year for 2022 (4% of the year has already passed). So, if you're not on track now – let's fix it.
Goal setting is important (and hopefully your goals are set for the year). However, it's important to focus on your sub-goals and activities to reach those annual goals. Exceeding sales revenue targets are the most important results to focus on, but the activities to get there also need attention. These targets could be monthly, weekly, or even daily to make sure you obtain the longer-term goals. One of my favorite terms is to "chunk it down." An example of "chunking it down" is to say that contacting 1000 new prospects in 2022 equates to only 4 new prospect contacts per day.
Generally, I suggest setting and monitoring activity goals on a weekly basis, so these important components of your sales process are in smaller and more attainable numbers. If there are no seasonality fluctuations throughout your sales year, my favorite method for goal, quota or activity setting is to take the total number and divide it by 40 weeks. This takes in account major holidays and vacation days while giving you some time to further exceed your numbers.
Depending on the type of activity, focus your efforts in the more productive times of the day (or days of the week). For example, in some industries, phone calls may have a higher success rate on Tuesday, Wednesday or Thursday. If you make these calls throughout the week, you won’t find yourself scrambling on Friday afternoon trying to do a week's worth of activities (in what could be a less productive timeframe).
Keep track of your results (a great way to calculate your success rates) and celebrate each step of moving your sales process forward. Short term wins lead to long term success.
If you need some tracking forms, please let me know.
Have a great sales week!