Happy Saturday!
I promise to get back to inspirational Daily Sales Crumbs (Monday!), but for now, I have to stay on you about tracking and measuring results.
Why is this so important?
Simple, it provides you with deeper insight into what is working and what isn't? Then you have two things to do:
- If something is working you want to EXPAND it - do more of it...Yes, that means more sales!
- If it isn't working, you have to EVOLVE It - fix it or cut it loose...and put that money into things that are working!
Why don't more sales people review, track and manage their sales effectiveness?
Again...simple...
IT TAKES EFFORT TO FOLLOW THE BOUNCING BALLS!
Ok, I am about to take a shot at you (not a sucker punch!)...it is almost tax time...where are all your receipts, 1099's, and supporting documents for mileage?
Yea...go get "The Box"!
Why isn't it in Quicken or some other form of financial management tool?
Again, because it takes effort!
If you work for a corporation they are watching everything like a hawk...yes that includes you!
They have a full marketing department that makes subtle changes to creative (advertising) to uptick the response rate from 1.15% to 1.3%. They change demographic data to reflect a specific buyer profile. They spend money in targeted outlets with a mix of television, direct mail and print....
The follow the bouncing balls!
Your company has a full finance department that reviews the acquisition costs. They set the budgets based on sales projections and that cost of getting new clients. They account for the marketing, sales and general administration costs and watch monthly, weekly and daily dashboards to see if things are on track...
They follow the bouncing balls!
Your company also has a full sales department with Sr. VP's, VP's, Directors and managers. They monitor and manage your close rate, referral and repeat business rate. They want to know the disposition on your last 10 sales, make you role play to get stronger with the new product. They take all the data that the marketing and finance department give them and have only one thing to do...
FOLLOW YOU!
They make the effort because they know the "science" of selling is precise and that the only variable factor...is you!
Ok...what if you don't work for a large corporation?
You don't have people breathing down your neck to make sure you are doing all the right things.
You are free do it "Your Way"...
That makes you the marketing, finance and sales department...chief cook and bottle washer.
What should you do with all of this power and freedom?...
FOLLOW THE BOUNCING BALLS!
Until tomorrow, I wish you Money, Power, Success!
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