As a salesperson, you need to understand your numbers and the gauges of what you’re doing, how you’re doing it, and how you can improve. Today, I’m giving you 7 metrics you can look at to improve yourself as a seller.
You have to compete against yourself and make sure you’re better than you were last month. These metrics are universal across industries, no matter what you’re selling.
7 Sales Metrics to Improve Yourself as a Seller:
Measure the time you’re actually selling, meetings you have with prospects, phone calls you’re making, when you’re actually in the process of selling, prospect visits, demos, close calls, and things of that nature.
Studies show that if you take more than 24 hours to get back and talk to leads, you’re 60% less likely to close that deal. Connect with leads as quickly as you can and find out what they’re looking for and be of assistance.
If you’re required to both prospect and sell, you have to get people into your funnel. What are you doing each week to create new opportunities? What kind of opportunities can you develop? What’s your rate?
How many leads does it take you to create an opportunity? (marketing, networking events, etc) What can you do to minimize the amount of leads to opportunity? Try to reduce it from 5:1 to 3:1.
How many opportunities does it take you to get one new client?
Are you closing a lot of small deals or larger deals? What are you doing right and what are you not doing right? What can you do to improve?
What can you do to bring your time down to be at par with the company’s average time? What can you do to get it under par?
Bob Burg’s book Adversaries to Allies
Kevin Kruse’s book 15 Secrets Successful People Know About Time Management
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