Today’s thought came to light after taking the time to analyze information gathered from client meetings ove the past several years.<\/p>\n
In my business to business sales experience, high performers are typically working on several\u00a0targets at the same time. These are potential\u00a0targets\u00a0that 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.<\/p>\n
There are many\u00a0customer relationship management (CRM) tool that help track the sales process. The ones I have used are designed more\u00a0for\u00a0sales management rather than the individual sales person. A simple\u00a0system to have summarized\u00a0information available\u00a0for top ten targets was found to be a useful tool. A document that could be updated after each call and easily\u00a0reviewed 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.<\/p>\n
The document\u00a0can become the focal point of meetings and keep agendas on track. We all know how much we\u00a0like meetings<\/a>, right?<\/p>\n The result was a simple document, the Top 10 Sales Tracking Tool<\/a>. 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\u00a0incremental sales revenues you expect to generate within the next six months.<\/p>\n 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.<\/p>\n Good selling, 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\u00a0targets… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[15,32,3,10],"tags":[],"class_list":["post-542","post","type-post","status-publish","format-standard","hentry","category-sales","category-sales-tool","category-thoughtful-thursdays","category-tips-for-new-businesses"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/542","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/comments?post=542"}],"version-history":[{"count":12,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/542\/revisions"}],"predecessor-version":[{"id":3890,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/542\/revisions\/3890"}],"wp:attachment":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/media?parent=542"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/categories?post=542"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/tags?post=542"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\nRichard<\/p>\n","protected":false},"excerpt":{"rendered":"