How is Your Sales Success Formula Working?
By Walt Gerano, Sales Development Expert
Sales Checkup Questions
- Do I have the right metrics?
- Am I performing these behaviors with the right frequency?
- Am I performing at a high skill level?
- What do I need to stop doing?
By Walt Gerano, Sales Development Expert, Anthony Cole Training Group
You can’t go back and start a new beginning, but you can start a new ending.
Hello and welcome to this week’s Sales Brew that asks the question, “How is your success formula working?”
Most of you started out in January with some goals you were committed to accomplishing. Some were business related and some personal. You built a success formula that defined the activities you needed to execute to achieve your goals. As we wind down the year, I have another question, “How did you do?”
If you have fallen short, was it because you made the wrong assumptions about the number of meetings you needed or your closing ratio? It’s more likely you did the math correctly; you simply didn’t do the behaviors you needed to do.
No matter what the answer, you should periodically evaluate not just how you are doing but what you are doing. I go through a checkup every month because if I am off-track, regardless of the reason, I know I must fix it right away. In that process, there are four questions I am always asking myself:
- Do I have the right metrics? In other words, am I tracking the right behaviors that support an effective sales process and the results I need to achieve?
- Am I performing these behaviors with the right frequency? Enough calls, meetings and/or introductions, etc.?
- Am I performing at a high skill level? Is my message compelling? Am I accomplished at asking questions and listening? Do I prepare a pre-call plan with each prospect in mind for every stage of the process?
- What do I need to stop doing? Do I confuse busy with a sense of accomplishment? We can all find things to do to avoid doing what we must do.
Remember no new beginnings, but maybe just a few of the right changes could make all the difference when you get to December next year.