For
years, I have been writing about the power of measurement for a sales person.
Daily behaviors completed daily will produce results — For “SALES”
and can be used for other measured items.
Good
sales training is needed, to learn the skills of selling. However, a good
mechanical “Nuts and Bolts” tracking system is needed to get-on and
stay-on track.
My
monthly sales tracker that provides for sales goals for the month and a tracker
is available. I will send a copy to any sales person wanting to see and try it
out. First Month January 2019 will be available and sent early December.
The
excel spreadsheet will be provided free and will be available each month after
for the year 2019. My request is that you look at it and decide if it is
something that fits your sales life style. If not just send me an email.
Sales
is one of the easiest jobs to measure and hold people accountable.
One problem I hear
and see, is that companies don't measure sales peoples behaviors. I don't
understand this. They treat sales as some “magical” process that
will happen because they gave someone the title of sales person.
Recently, I met a
sales person requesting help in tracking his sales performance and
work. He wanted to do certain things, prospecting calls per day,
face-to-face meetings per week, dollars quoted, and accountability for sales
booked. He wanted help in understanding how to build a sales process.
Next month I am
starting a sales accountability and tracking program, a great lead-in for
starting a new year. If you would like to join and get free Monthly sales
trackers opt in to Free Sales Tracker.
If you really want
to excel in sales and don't have an accountability group within you company,
find some like-minded people and meet weekly to see how your behaviors are
working or not.
Last week I talked about goal setting and a program I am looking at – go to Goal Setting.
After much reading, discussing and watching I am convinced that over 95% of people going into a new year don't have written measurable goals for the year. Many or probably most have heard this and know the importance of goal setting goals, still not written down.
If you are a sales person and say “Wow! I need more sales to make my year!” — You may be out of luck. If your sales cycle takes longer than 10 weeks from start to close to shipment, you are running out of time.
Now is the time to begin looking toward the New Year 2019. Begin by setting an appointment with yourself for 30 – 60 minutes. Get blank paper or a blank computer screen and begin writing your thoughts and ideas for accomplishment next year. This first cut at goal setting doesn't have to be neat — just take time to think about and write your ideas and thoughts down. My beginning session is usually quite messy and unorganized.
Put this information away in a place you absolutely won't forget where it is so that you can retrieve it, early December. Then set an appointment with yourself for 30 – 60 minutes early December and get your list out.
In December you will be amazed at the progress you will have already made toward thinking about and planning your goals for next year. Your fist list may be messy, but you will be ready to define and refine the list. You will be subtracting, adding and modifying the original set of goals. Make the list a little neater and resolve to begin your goals and measure your goals.
Why do I believe in doing this? It's because I use this method every year and then I set a tracking system and measure progress. This works!
Try for yourself and get into the 5% group of people who actually write and strive to achieve their goals. Remember a lot of “Luck” goes along with a lot of preparation.
While continuing to build my own goal system I have found and in process of reviewing a software program that looks very promising — Click and have a look
I'll comment further as I look at this software — Let me know your thoughts.
Do you have the skills to communicate? Can you stand in front of a group and speak confidently?
Communication skills can be one of the most important skills needed for Corporate and/or personal success.
I have wanted to communicate better for many years. I got lucky in 2005 when I joined my first Toastmasters club. I had a desire to give a good or reasonable “Father of the Bride” speech — My daughter was getting married.
I had a specific goal and outcome for joining the Toastmasters Organization. Little did I realize the impact it would have on my overall confidence in public speaking.
I have now been affiliated and participating in Toastmasters for over 12 years.
If you desire to communicate better find a club near you.
