If you’re not hitting your sales goals it’s probably because you’re not setting and tracking personal sales metrics. Take a look at how to do this and ensure you hit quota.
The number one reason that salespeople fail is that they don’t know what it takes to win. Sure, you know that you need to close deals to make money and get promoted – that’s pretty clear by looking at your compensation and commission plan. But, beyond that high-level understanding of where you need to be at the end of the month, the rest of the journey becomes very unclear.
This is where personal sales metrics can ensure that you get where you need to be with your sales, each and every month.
- Work backward – how many sales do you need to make quota or hit your compensation goals?
- Understand the steps that lead to closed deals – calls, emails, text messages, appointments, quotes – break the steps down to daily goals
- Start to take better notes on the characteristics of a good lead, conversation, and sale and turn those into measurable data points: customer situation, product type, deal size, talk time, etc.
- Know your conversion rates – contacts/leads, quotes/contacts, closed deals/quotes
- Create your Disneyland note card. It might look something like this:
- Number of calls/day: Goal v. Actual
- Number of emails/day: Goal v. Actual
- Number of quotes/day: Goal v. Actual
- Number of closed deals/day: Goal v. Actual
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