Beginning golfers take a rudimentary approach to their game’s statistics: They try to get as close to par as they can, and they don’t worry about the rest.
As their abilities improve, however, golfers realize they have to pay attention to more than simply the number of strokes. They also need to look at numbers like fairways hit, putts they take, and penalty strokes. These numbers help them pinpoint exactly where to focus their efforts to get the most improvement in their game with the least effort.
Top salespeople, likewise, follow more than just their bottom lines. They look at a wide range of key indicators that help them understand true sales success. These include the following four factors:
- Calls and appointments made and kept. How many times do you call before speaking to a prospect? How long does it take to meet that person face to face? How often do prospects cancel on you, and how long does it take you to get a rescheduled meeting afterward?
- Appointments and proposals. When you meet face to face, how long do you spend talking to prospects? How long do you spend listening to what they have to say? How, if at all, do you adapt your proposals to help meet the specific needs you heard the prospect talk about during the conversation? How often do prospects react positively – or negatively – to your proposal?
- Proposals and sales. After you’ve made a proposal, how long does it take before you receive feedback from the prospect – either an acceptance, a rejection or a counteroffer? What does that feedback consist of? How quickly do you respond, and in what way? What are the results of your method of response?
- Average revenue dollars per sale. How much does each sale you close bring in? Do you tend to have a few high-volume sales, or many low-volume sales, in terms of revenue dollars collected? What’s your pattern of response and follow-up in relationship to the revenue dollars of each sale?
Like athletes, salespeople who take responsibility for tracking their own numbers have taken ownership of their own performance. They’re better able to focus on the places they can improve most in the least time, and they put their mental efforts to the task.
At Hahn Training, we focus on helping sales professionals improve their game by providing concrete tools they can put to use immediately. Contact us today to learn more.