Thoughtful Thursdays – Small bites, not one large gulp
It is easy to be overwhelmed by sales budget expectations. Here are a few tips to help address that feeling and rengage with the job at hand.
First, review your sales results from the previous year and determine how much will be repeatable and add in any expected growth with your existing customers. Next, add in new business that you expect to close in the coming year. Total the figures and come up with your projection.
Calculate the sales gap that exists between the expectations and your projection. Call this number your new sales growth target. It represents business not yet on your radar, but necessary to make the budget – the gap.
Break this gap down into smaller pieces that represent an average sale. This will tell you how many sales will be required in order to eliminate the gap.
Take into account repeat sales and the gap will become less overwhelming.
Base on your experience, this information will give you a good foundation on which to build your plan of action to make the coming years budget.
Taking a task and breaking it into manageable pieces will help facilitate the achievement of seemingly overwhelming expectations. Like eating a pizza, taking small bites instead of trying to eat it in one gulp makes it easier.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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