Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
Chunking Down Your Sales Activities
As with exceeding sales quotas, there are two majors areas of concern when looking at annual sales activities needed to exceed quotas on an annual basis. First, the number can seem impossibly large and unattainable. Second, the large number of months remaining can reduce the sense of urgency for immediate success.
When walking, I have different routes that range from 1.5 - 3 miles. I know these routes well, and can gauge at any point how far I've walked, how much further I have to go and how much time it will take. This gives me a sense of accomplishment, and helps me reach my target. On a shorter route that requires several laps to equal a mile, the sense of accomplishment can be even more immediate. It's very easy to say "just 1 more" and really stretch the target.
As mentioned before, when looking at annual sales activities that are needed to drive annual sales results, the number can seem overwhelming. For instance, it may be necessary to make 1,000 new contact attempts in a calendar year to assist with achieving a sales quota. Good things will happen to your sales results if you attempt 1,000 new quality contacts over the course of a year. 1,000 contacts sounds like a lot; however, chunking it down equates to only 4 new contacts per sales day. This is based on 250 work days, and is a very attainable number. This method works well if you can discipline yourself to achieve the daily activity, and will lead to 20 contacts per week. If some days are more challenging than others during the week for calls, you can spread the 20 contacts in different amounts for each day over the course of the week. The important item in this topic is to make sure you hit your daily target, and not wait until Friday to accomplish a week's worth of contacts. (The activity may not be completed or not completed at the quality level that is needed.)
After you calculate your "chunked down" sales activity target, consider the methods below to assist you with improved short-term success. These methods can be used on a weekly basis, but daily is highly recommended if your schedule permits.
1. Stroke Tally. Use a whiteboard, spreadsheet, or simple pad of paper that is visible and accessible in your work space to track you success. You can track contact attempts, people reached or both.
2. Marbles or Pebbles. This method involves moving items from one container to another container to track success as each activity is completed. Colorful marbles or pebbles in some sort of festive container that is visible and accessible in your work space can help keep you motivated.
3. Playing Cards or Flash Cards. For this method, you use cards to create a "count-down" of activities that need to be accomplished. A suit within a deck of playing cards gives you up to 13 (starting with the King as 13 and working downward through the suit to an Ace as a 1). Punch a hole in the upper corner of the cards, and connect with a key ring or loop. Starting with the King (or whatever your highest activity number is), you can flip the cards over through the Ace to get to a blank card (which I recommend customizing to celebrate your accomplishment). Keep the key ring/loop with the cards on a hook in your work space so they are always visible and accessible to help motivate you.
With any of these methods, your co-workers or teammates can also see your progress, celebrate your success, and help keep you on track. Using your imagination, there may be other methods you can develop to track your sales activities. The bottom line is to keep yourself motivated to attain daily/weekly targets - so whatever works best for you!
As with sales quotas, you can "over assign" the activity numbers. Rounding up, or using higher numbers will help you compensate for vacation and holiday times. The results of "chunking it down" will enhance your opportunity to blow through your sales quota, and maximize your sales commission earnings potential.
Have a great sales week!
