Are you tracking your sales stats?
Do you know the source of your success? What’s working and what’s not?
When resources are limited, and whose aren’t these days, you have to make your budget of time and money stretch as far as possible…and still get results. These decisions must always be based on the results of serious analysis, not wishful thinking.
- Where are your leads originating? Which source is more likely to turn into a sale?
- Who are the decision-makers who will buy your product or service?
- What approaches work best? Snail mail, courier, email, phone, drop in? A combination?
- How many of your leads turn into appointments?
- How many appointments turn into opportunities to quote?
- How many quotes result in a sale?
- What’s your average size sale?
Armed with this information, you are able to develop a plan that uses your time and money most effectively. If you don’t have this data, you are operating in the dark. It’s difficult to know what works and what doesn’t. Sure you have a gut feeling, but unless you track it, you can easily be wrong.
Clients of ours have had great success using a tool to track the activities and information they need to make better decisions. We call it The Daily Scorecard. It’s a simple idea, but it provides you with confidence about your choices because it’s based on facts not anecdotal inferences. I believe that any salesperson faced with doing more with less will find greater success and earn more money by completing this form daily.
Why? Because anything measured tends to improve. Once you set a goal for how many appointments you are going to have and then record the number you actually complete, you will make more appointments. When you record where your leads are coming from, you can invest more into marketing with greater confidence. When you see the direct correlation between behaviours, activities and your results, you can increase those activities that work and begin to cut back, even eliminate, those that don’t. It’s not rocket science. It’s making use of the natural human tendency to get better, to beat your scores from last week.
If you want to do more with less, it starts with having reliable, predictable data from which to make better decisions. To get your free copy of The Daily Scorecard so you can begin to track what’s important, click here.