Sale Moves: It may be time to adjust your trajectory

We live in a complex world and I typically find myself moving at the speed of light through my day. In order to be successful, I must prospect, train, coach, consult and administer the needs of my growing company each week of the year.

The days are full and when I look at the date on my calendar, I am always astounded at how much of the year has passed. Since we have just passed the mid-point of 2019, a mid-year behavior correction could be just the thing to get you back on the right track again. High performers understand there is still plenty of time for a course correction that will deliver their sales goal.

At the midpoint of 2019, it's time to review the successes and failures of the first half of the year so we can perform better in the second half.

Here are the key performance indicators you should measure and the statistics that go with each:

1. Lead generation: How effective were you at generating leads for yourself. You must prospect using the “big 5” methods. Each week you should make a minimum of 25 cold calls, mail 5 VITO (Very Important Top Officer) letters, attend 1 networking function, give 1 referral to a current client and have 1 testimonial lunch with a client who is willing to bring a prospect.

2. “First ins”: How many first face-to-face meetings did you have with “suspects”? You should have somewhere between 5 and 8 first meetings with new suspects

3. New business: How much time did you spend prospecting for new business? You should spend 60% of the available time on your calendar looking for new sources of business.

4. Expanded business: How much time did you spend expanding the product and service offerings within your existing customer base? You should spend 40% of the available time on your calendar penetrating your existing customers.

5. Proposals: How many qualified proposals or presentations did you make to your ideal prospect? You should submit a minimum of 2 proposals per week to qualified prospects.

6. Client appreciation meetings: How many client review meetings did you have with your loyal customers? You should have 1 strategic meeting per week with a key customer where you do a review of the reasons why they chose to do business with you.

7. Closing percentage: Do you keep track of your closing percentage and continuously find ways to improve it? The average closing percentage is much lower than it should be. You must qualify prospects better so you can move your closing percentage to a minimum of 75%.

8. Centers of influence: Have you expanded your presence in the marketplace by meeting new “movers and shakers”? Each week you must make it a point to meet at least 1 new center of influence.

9. Continuous education: Have you taken the time to learn something new about selling that will make you more effective and expand your thinking? Each month you should attend 1 sales seminar or read 1 new book on selling.

10. Behaviors: Have you taken the time to define the sales activities that guarantee your success? There are 10 basic selling behaviors any industry that guarantees the success of its salespeople.

“Winners” understand that there is plenty of time left in 2019 to accomplish their goals. For some, the remainder of the year will be spent on determining how high is up. “Non-winners” will be exploring new reasons to stay stuck in the sales cellar. Go conquer your worlds!

• Bill Bartlett owns Corporate Strategies, A Sandler Training Center. bbartlett@sandler.com. Text “salestip” to 35893 to receive Bill's biweekly newsletter.