How to Measure Your Progress in Selling?
Did you know that the top 20% of sales people make 80% of the money? As a salesperson, where do you want to be? An extremely critical thing to do if you want to be successful in selling is to measure and monitor your progress.
Brian Tracy calls it the focal point.
In this article, I want to explore why a salesperson should measure his progress and show how to do it.
When you engage a fitness instructor to help you lose weight and get fit, the first thing that he will do is to measure your body mass, weight, fat level and then, he can set a specific program for you to follow.
He will then monitor your progress on a daily, weekly, monthly basis.
Similarly in selling, a salesperson's focal point must be goal oriented, measured to the minute details.
For example, if you want to earn $100,000 per annum, your time is probably worth $50 per hour.
Your focal point will consist in doing high value tasks (negotiation, close) and less things of lower value (writing letters email, quotes).
Another focal point might be the level of your sales activity.
Do you measure the number of new clients that you attract? Do you seek out quality leads over quantity? What about your referrals? Do you measure and track down where the referrals are coming from and do you cultivate that referral system? What percentage is your repeat business? Do you measure your closing ratio? Some other areas to measure yourself is as follows: · Attitude.
What are my daily thoughts? Positive or not? · The way you feel about your job.
Do you feel enthused and optimistic? · Mental focus and alertness: Are you focused on your client's needs? · Your sales reaction.
Do you react in a negative way when the client throws out an objection? Or are you calm, confident and persistent? · Do you set a daily, weekly, monthly goal? Is there clarity in your vision? By constantly measuring yourself, you will achieve a consistency of excellence.
Brian Tracy calls it the focal point.
In this article, I want to explore why a salesperson should measure his progress and show how to do it.
When you engage a fitness instructor to help you lose weight and get fit, the first thing that he will do is to measure your body mass, weight, fat level and then, he can set a specific program for you to follow.
He will then monitor your progress on a daily, weekly, monthly basis.
Similarly in selling, a salesperson's focal point must be goal oriented, measured to the minute details.
For example, if you want to earn $100,000 per annum, your time is probably worth $50 per hour.
Your focal point will consist in doing high value tasks (negotiation, close) and less things of lower value (writing letters email, quotes).
Another focal point might be the level of your sales activity.
Do you measure the number of new clients that you attract? Do you seek out quality leads over quantity? What about your referrals? Do you measure and track down where the referrals are coming from and do you cultivate that referral system? What percentage is your repeat business? Do you measure your closing ratio? Some other areas to measure yourself is as follows: · Attitude.
What are my daily thoughts? Positive or not? · The way you feel about your job.
Do you feel enthused and optimistic? · Mental focus and alertness: Are you focused on your client's needs? · Your sales reaction.
Do you react in a negative way when the client throws out an objection? Or are you calm, confident and persistent? · Do you set a daily, weekly, monthly goal? Is there clarity in your vision? By constantly measuring yourself, you will achieve a consistency of excellence.
