Sandler Training - Westlake, OH
Sales Concepts, Inc.
AUTHORIZED SANDLER TRAINING CENTER
"I was a rookie salesman with no direction, no system and, well, not much sales when I was directed to Al by a sympathetic prospect who told me I needed to avoid the 50 mistakes I just made. Stunned, I called Al and got involved with a system that works. Since then, our sales have increased over 300%, I'm closing more business, on much less worry, avoiding prospect double-speak and having fun at the same time. If it wasn't for Sales Concepts, we flat out wouldn't be where we are today!"
-Joe Muttillo, Sales Director The Intersoft Group, Inc.
Determining Your “Cookbook”
A Recipe for Sales Success
Do you currently have goals established for your career? Have you been reaching them?
Even when we have the best intentions for reaching our goals, the truth is that sometimes we have trouble completing them. When we notice we’re falling short on our goals that’s a clue to step back and re-evaluate our plans for success.
Salespeople typically have a quota they want to sell or monetary amount they would ideally like to earn within a year. Some salespeople just set an amount they think they’d like to achieve, but are frustrated a few months later when they have fallen off the track to their goals or are not meeting their personal expectations. Having a “cookbook” approach to your goals can help resolve this.
Think of how much you would like to earn in one year. Divide this number by 12 and determine your monthly goals. Now determine the minimum number of sales it would take to reach this. Think about how many days of actual selling you have in the average month. How many sales would you have to make per selling day to reach your monthly goal? Is this number realistic?
Consider the chain of steps that you need to take to reach this sale. Do you make cold calls, appointments and give presentations? The next important step in your goal-setting equation is to figure out how many cold calls it takes you to develop a contact, and then eventually set an appointment? How many appointments of these are kept? How many appointments does it take you to get to the presentation stage?
How many of those presentations do you close?
The purpose of micro-calculating these metrics is to determine what you need to do day-by-day to reach your monthly goals. Zeroing in on these smaller details will help you achieve the larger picture. If you’re feeling stressed about your goals, you need to reevaluate them and develop your own “cookbook” plan that has clearly-defined building block steps to help you reach them.
Sales Concepts can help you reach your weekly, monthly and annual goals more easily and efficiently. The personal, one-on-one coaching offered through our MyCrosschecks system helps salespeople determine the goals’ metrics and develop effective methods for reaching them. To learn more about goal-setting through our sales workshops and Mycrosschecks accountability system, call us at 440-575-7000.
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