Thoughtful Thursdays – Tracking your sales targets
Today’s thought came to light after taking the time to analyze information gathered from client meetings ove the past several years.
In my business to business sales experience, high performers are typically working on several targets at the same time. These are potential targets that have a high probability of closing within six months. They are incremental to existing sales, but may be with current customers. When you add them up, they will account for a good portion of territory sales growth.
There are many customer relationship management (CRM) tool that help track the sales process. The ones I have used are designed more for sales management rather than the individual sales person. A simple system to have summarized information available for top ten targets was found to be a useful tool. A document that could be updated after each call and easily reviewed on a frequent basis with the manager would be ideal. As targets were closed or the probability of closing fell out of the six month range they could be removed easily and be replaced by another.
The document can become the focal point of meetings and keep agendas on track. We all know how much we like meetings, right?
The result was a simple document, the Top 10 Sales Tracking Tool. I hope you find it useful for keeping an eye on what you are working on and allocating your time. It will also provide at very good idea of incremental sales revenues you expect to generate within the next six months.
I have also used a similar format for business expected to close within three months. This is useful for tracking quarter to quarter sales growth.
Good selling,
Richard
Comments are closed.