5 Keys to Building a Dynamic Self Management Sales System
| " What about filling out paperwork? No! (That's a related task) " What about closing ratio? (Sure it is.) " Degree of success in turning a first appointment into an opportunity? (absolutely) Get the picture? Now, if you truly want to adopt a self-management system that will work FOR you - not against you, you first have to "access" what is an essential competency and paper napkin what's merely a related competency. To do this, sit down and paper napkin list any sales metrics and paper napkin performance numbers inter-related to your competency numbers and paper napkin your desired revenue results. (Hint: "Sales Cycle" and paper napkin "Average Revenue" per sale are two.) 2) Diagnose Your Business on a Single Sheet of Paper If I ran into you on a train or in an elevator, would you be prepared to tell me what you do (and how it benefits me or those I know) - in under 1 minute That's called your 30-second commercial. Most people don't have one, yet everybody needs one. One way to understand more of the obvious benefits your products and paper napkin services bring to the table is to start to view and paper napkin diagnose your business more scientifically. You will also see how the numbers work and paper napkin which areas are most important to your short and paper napkin long-term success. Ask yourself What happens if your closing ratio reduces by 30% and paper napkin your average revenue per sale increases by $2500? How does that affect your desired results? Write your competency measurements and paper napkin sales metrics on a sheet of paper. Calculate ratios in line with competencies and paper napkin average numbers in line with your sales metrics. Assign your revenue object or quota. Play with the numbers and paper napkin ratios to see how they are inter-related and paper napkin how they affect each other. 3) Calculate your 'Magic Number' "Not setting enough new appointments on a routine basis" is like a malignant cancerous growth slowly eating away at the heart of most sales organizations - - Jeff Hardesty. The reason for this is because most of us do not identify how many new appointments are needed on a weekly basis based on individual competency numbers and paper napkin performance metrics. That's like diagnosing with blindfolds on. Every one is different; we all have a 'Magic Number'. And it's personal to only you. If you routinely achieve it, you will routinely meet your desired results. Since it is a dynamic number that changes from week to week, it's important to understand how it is inter-related with other competency ratios, performance metrics and paper napkin desired revenue results. It's important to include your 'Magic Number' in your self-management system. 4) Train to the 'Napkin Rule' The 'Napkin Rule' simple means, putting aside all those sales automation systems for 30 days and paper napkin keep track of your essential competency and paper napkin performance metrics on a single napkin. Compute updates daily. Store the napkin in your pocket. When the napkin fills up, transfer it to a legal pad to show month to date. Have nothing else on the legal pad except your essential competency ratios and paper napkin sales performance metrics. After 30 business days, transpose the legal pad metrics to your favorite computer software spreadsheet, and paper napkin track it for 90 days. This simple but powerful "Napkin Rule" will help you become the CEO of your business. 5) Run Your Numbers, Don't Run after Quota Concentrate on your numbers NOT your quota so you can diagnose performance trends before a revenue crisis. Then you have the power to institute strategies and paper napkin tactics for immediate recovery. Here's why. Reaching and paper napkin exceeding sales quotas consistently has very little to do with product, pricing and paper napkin competition. But it has everything to do with 'Process'. Identify the core competencies that are necessary to be successful in your sales routine. Then train to Powerful Routines to increase your ratios of effectiveness. Document these meaningful business metrics and paper napkin review them weekly. Build a simple but dynamic self-management system and paper napkin outperform your peers and paper napkin competition while assuring your revenue success. |