It is the start of a sales new month, so you know what that means. New targets!
Based on where you are with your numbers, hitting your targets can either be very comforting because you have a healthy pipeline with opportunities ready to close. Or, you have been behind on your targets for the last couple of months, and there is some catching up.
Either way, here are some tips you can use to make sure you start your new sales month the right way.
- Review Last Month's Performance
- Know Your Numbers
- Re-evaluate Your Strategy
- Start Putting Your Plan Into Action
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1. Review Last Month's Performance:
The first place to start is by analysing your achievement for the last month, quarter, year, etc. If you closed the previous month short of your target, then looking at the previous month's forecast is a good start.
Filter your pipeline via a CRM or Excel pipeline spreadsheet to highlight the customers that were not closed as expected and what would have been the reason.
If you are ahead in your numbers, it is an excellent practice to review what has been working; that way, you keep the momentum and tweak certain areas. The support of the sales manager is always beneficial as it relates to strategies and improvement.
2. Know Your Numbers:
From my experience as a sales manager, I'm sometimes stunned when I ask a sales executive where they are related to their numbers, and I get the "eyes looking up at the ceiling" response. This is a serious "No-No" where I'm concerned.
Each sales executive must know where they are related to their numbers at all times. Not knowing your numbers is like not having a map and trying to get to a destination. A clear understanding of your performance also gives a snapshot of the amount of work required to either catch up or stay ahead of the curve. Owning your numbers should always be a part of the sales culture.
[Watch Video] Breaking Down Your Sales Numbers
"Doing the same thing over and over, yet expecting a different result equals INSANITY."
3. Re-evaluate Your Strategy:
This tip is specifically for those behind on their numbers. It's also highly recommended that you complete this task with the support of your sales manager. Having a strategy or plan of execution is vital to every team.
At the end of each game, a coach looks back at the game film to see what his team did well and the areas they can improve. It's the sales manager's responsibility to make sure they review sales activity with their team and individual team members. Not doing so is irresponsible and sets up the sales executive for a repeat of poor performance.
For executives ahead of their numbers, I'll use the example of Steve Kerr when his Golden State Warriors were on the path to breaking the Chicago Bulls record for most wins in a single season. When asked what contributed to their success, one of his responses was, "Even while winning, we always review the film from the previous game to look for ways we can improve." This is an example where top performers don't take their success for granted.
"You practise anything long enough; you get good at it" - Denzel Washington (Safe House)
4. Start Putting The Plan In Action:
Okay, so you reviewed last month's performance, know where you are as it relates to your numbers and targets, and looked over your strategies "quick wins" and "improvement areas". Now it's time to get busy, be systematic in your approach and put your plans into action, but keep this approach throughout your sales career because you will have a poor sales year without it.
Final Note:
Sales is not an easy profession; however, you will be justly rewarded once the time is taken to execute the tips above correctly. It's easy when a sales executive is on top of their numbers, but it takes resilience to put some work in, change some strategies, and turn your performance around.
That's I now "Go Smash Those Numbers šš¾
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