The year is well underway, goals are set and activity generated toward achieving those goals has begun. Or has it? Sales people have a wonderful way of looking forward. No matter what happened the year before, we are convinced this year is going to be different–and not just different, but better. Although this is commendable, there is a major flaw with this unbridled optimism. What is in your way of achieving your goals?
Simply deciding to make things better is a great first step, but it is just that–a first step. Everything that follows must be part of a plan to make you a more effective and efficient professional salesperson.
First, there are the “numbers” questions:
- What was your close ratio last year?
- What is the average size account you booked as new business last year?
- What is the average size account in your current book of business?
- Did you increase or decrease that average?
- What was the average size account you proposed last year?
- What is the average size account in your pipeline that you are planning on proposing this year?
- Do you have enough accounts currently in your pipeline to achieve your goal?
Other questions are much harder to answer. If you made your goal, what was the reason? You must have done something right, or just had dumb luck. (By the way, I have never heard a successful producer give credit to luck.)
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