Improve sales results – focus on activity rather than targets

Image of harvest to demonstrate how you can Improve sales results

Learn how to make your sales meetings more effective and improve sales results by focusing on activity rather than targets and results.

Sales is all about targets and results – or is it?

Yes, that is what we are looking to achieve but sometimes, whether in sales team meetings or prospect meetings, we focus on it too much.

Understandably we need to focus on targets and results but that needs to be translated into the behaviour and activity that will lead to the results we want. By focusing on the quality and quantity of our inputs, we will achieve the necessary outputs and improve sales results.

Quantity of input

Understand your stats, and those of your sales team, including:

  • Conversion ratios – how many targets, become prospects and how many prospects become clients/customers
  • How many contacts to create a first meeting
  • How many first meetings with potential clients to create 1 new client
  • Average sale value
  • Average timescale from first contact to closing the business

Once you know these statistics, you can plan your sales activity across the week, month and year.

As a sales leader, you can also plan the quantity of activity you need from each sales person and how many sales people you need to hit target.

Quality of input

The quality of input is about the quality of your sales activity.

You can also identify how to improve your conversion ratios by improving the quality of your sales activities and developing your skills, such as:

  • Improving the first impression you make
  • Building rapport
  • How you introduce you and your company
  • Questioning skills
  • Listening and paying attention
  • Understanding the decision-making process
  • Presenting your products and services – verbal and written proposals
  • Handling objections
  • Moving to the next stage of the sales process
  • Recognising buying signals
  • Handling objections
  • Closing the deal

By making a small improvement in each of these, through sales coaching and NLP sales training, you could make a huge impact on your sales results.

You can’t control the output (results) unless you control the inputs in your quality and quantity of activity.

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