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Why Sales Projections are Always Wrong
Sales projections are always wrong for six reasons. There are questions you can ask that will make them better and more reliable. Below are the reasons, questions, and how to use the answers you get. Sales projections are wrong because… 1. Sales projections are not supposed to be right. They’re a snapshot of what to expect each month based on relevant criteria and are defensible. Projections accepted without question are useless. Questions to ask: Why [...]
The first question to ask yourself on Monday morning
How often have you started your week by asking, “What do I have to GET DONE this week? What’s the result? If you’re like me, and most of my clients, all you get is a long list of action items – most of which are holdovers from the previous week! That’s no way to launch a highly productive new week. Quality Questions are the “rudder” that can steer you toward sales success. It turns out [...]
7 Pre-hire Tasks Manufacturers Looking for the Best Salespeople Should Complete
Manufacturers have a complicated sale whether they are selling direct or through a channel. It takes the best salespeople to be successful in this environment. It also requires the company to do their part. Completing the seven pre-hire tasks below makes the hiring process more productive for you and your staff. They apply whether you’re hiring your first salesperson, expanding your sales force, or rebuilding it. 1. Have a sales process that works and is [...]
Who is your “Ideal Client?” (And how is that changing?)
The Cheshire Cat of Alice in Wonderland had it right: “If you don’t know where you’re going, anyroad will get you there.” It seems obvious, but one of the most powerful (and overlooked) tools for guiding your business is a thorough understanding of your Ideal Client – and the discipline to focus your sales efforts on that client. Defining your Ideal Client One way to define your Ideal Client is with demographics – objectively-verifiable characteristics. For consumers, these [...]
Get off the Revenue Roller Coaster: How to produce Consistent Sales Results.
We’ve all taken our turn on the revenue roller coaster. The cycle starts innocently enough. Maybe we’re behind on our goals, or we lose a major account. So we focus intensely on business development and sales. In a burst of effort, we win new accounts and projects. Then we pull back on sales, as the new projects and clients become the top priority. But when the work pipeline begins to dry up, we panic and [...]