In the world of watts and voltage, current is what flows and bring things to life. View your sales plan as your current to success.
Is it worth it? Every risk has a downside associated with it, and it becomes a key metric in evaluating your opportunity’s probability of success. Great topic to review with your manager to assess the resources required to mitigate the understood risk. Also need to asses its impact to your overall pipeline’s expected performance.
Goal setting is about achieving or exceeding your stated goal. If you find yourself missing your goal, confer with your manager and modify your sales plan accordingly. Remember, you don’t need to achieve all of your goals, but you need to retire your quota and your sales performance is measured by this metric.
Things get done based on priorities. Know your priorities, the first one is close the deal asap in a pushy but respectful manner towards others. Retiring your quota should drive you to a positive outcome.
Without Customer’s your sales plan is worthless. Always ask your self these two questions: Why would a customer want to meet with me? Would I buy what I am selling if I knew what I know? Stay focused on improving your perceived value to your Customers and your sales plan will continue to grow inContinue reading “Customer Value”
Build your sales plan and keep it current by periodically reviewing it with your manager and other resources that your sales plan depends on. It’s important for your sales plan to be reflected in your forecast to your manager with a set of resources required to win your opportunities. Stay focused on a rolling 90-30-7-1Continue reading “Sales Plan”
You need to know what percent of your opportunities actually translate into a sale. If you find yourself with a lower than desirable percentage then you need to increase the top of your pipeline (add more opportunities). The desirable percentage is normalized by your ability to retire to your quota. Make sure that you andContinue reading “Conversion Rate”
A good idea that can’t be sold is a bad idea. Improving your sales acumen will help you maintain better sales planning. In sales, “better” refers to growing sales revenue faster. Understand what works and what doesn’t work for you. Adjust what you can and escalate to your manager the things that you can’t. It’sContinue reading “Sales Acumen”