Are you selling by the numbers or selling with a blindfold on? Here are statistical benchmarks for success and self-accountability that most organizations are still missing.
Yes, the questions I list below are that important. So important, in fact, that they could change your entire perspective around what you’re doing, how you’re doing it and how much you really need to be doing in order to generate the worthwhile results you’re looking for.
Because the truth is, you just may be running so fast in an attempt to catch up on your sales numbers, that you didn’t recognize the blinders you’ve developed which are obstructing your view of the fuller picture; the landscape you’re trying to farm and manage when it comes to selling and driving the right sales activity.
Questions for You and Your Team
- Am I acutely aware of the activities and benchmarked proven practices (both the activities and the dialogue/message I need to communicate) that I need to engage in daily that would secure my success?
- Am I measuring the numbers and the results of my efforts and allowing these statistical data points to be the driving force behind my sales activities?
- Do I know how much cold calling and prospecting activity is actually enough (emails, voice mails, live calls/connections, letters, and so on) and when to call it quits and move on when attempting to convert a contact into a qualified prospect?
- Do I know how many calls/contacts I need to make each day, each week and how often I need to follow up with a qualified prospect in order to earn their business or move them to the next stage of my sales process? (And have I even defined those specific steps in my sales process to begin with?)
- Am I holding myself accountable when it comes to engaging in the right activities in the most efficient way possible through the effective use of a daily routine?
- When calling on or meeting with prospects, do I have a clear set of outlined objectives that I need to accomplish on every call and during each meeting, especially when delivering a presentation?
- Have I identified the lifetime value of each client or account in order to classify customers according to their sales potential? (What’s the economic impact of the time you invest?)
- Do I have a detailed strategy for each of my clients to ensure that I’m maximizing every conceivable up selling and cross selling opportunity?
- Am I fully leveraging the power and potential of my CRM solution for prospect, client as well as territory management? Do you have a call report system?
- Do I have the right questions that provide me with the critical intel I need in order to qualify each person as a viable prospect so that I can most effectively determine where my limited and precious time is best invested?
Think Outside Selling 101
And to clarify further when it comes to the type of questions you need to be asking each prospect, this isn’t limited to Selling 101 – Uncovering a Need. I’m also referring to understanding how they buy, how they make decisions, the internal workings of the company, the people and egos involved, the process they are going to go through when they hang up the phone with you or end the meeting and then attempt to solve the problem or find a new solution on their own using the resources or venders they currently have, the concerns or roadblocks that you could encounter down the road that would stall or destroy the potential for a sale, the timely and relevant issues that are going on internally, the overall mood of the company and its leaders, and so on.
If you don’t have the answers to these crucial questions, you’re robbing yourself of the opportunity to enjoy the certainty and peace of mind that comes from utilizing a formulaic approach to selling. After all, if you define it, you can then refine it. So, if you’re ever wondering why you or other salespeople fall into what’s known as a ‘sales slump,’ here’s the main cause of that. They aren’t honoring their sales process by the numbers and as such, those who continue to ‘wing it’ as their overall selling strategy are destined to experience the ups and downs in performance and in their stress level, as well as the waning sense of satisfaction and confidence that’s sure to follow in its wake when this amount of ambiguity and uncertainly is present.
In this video, discover why it’s no longer about simply ‘doing more’ but about doing more of what’s right. Your product has changed over the years and while your selling and management strategy needs to evolve as well, this evolution must be guided by the numeric benchmarks in order to see the full, panoramic picture of the truth that surrounds your current situation.