Top performers want to know how their sales progress is measuring up to their sales goals, and how it compares to that of their colleagues. Poor performers want to hide under a rock. Don’t wait for your boss to tell you how you are doing this month. Be a top performer.
Top performers exercise great initiative to learn exactly where their sales results lie. They regularly perform a few simple analyses that serve as their sales success barometer. In doing so, they position themselves to have more powerful sales coaching conversations with their managers than their teammates. Why is this so?
They don’t burn valuable sales coaching time trying to figure out where their sales results lie. They arrive with the analytical heavy lifting — their “homework” — done, which allows them and their Sales Coach to get right down to business, creating sales strategies and plans to close deals. This is both effective and efficient. Time with your sales sage is golden and hard to come by. This approach makes the most of each available minute.
Sales progress measurement for most salespeople consists of knowing their percent to sales plan and year over year sales. Up your game by performing a few uncommon assessments before your next sales coaching session:
- Born-On Date: Use the date you first touched each sales lead to calculate the length of time you have been working on closing it. Express this in days, displayed prominently within your sales tracker. Start your coaching conversation with “this lead is X days old as of today.” Looking at the start date for a lead is common. Expressing it in days and focusing on it acutely is uncommon. It develops a healthy sense of urgency to do something immediately to move it forward to closure.
- Buyer Commitments To Date: Sales activities do not move deals to closure. Sales activities plus buyer commitments do. Listing what your buyer has committed to so far in a sale — e.g., sharing sensitive data, bringing in other key buying influences and senior executives, etc. — gives you a gauge of their current level of commitment to considering your deal. Low commitment = low likelihood of closure. Recognizing this early allows for strategy creation now, rather than later when the deal is stale or flat-lining.
- Why This Buyer Might Say No: Confront the brutal reality by listing objections your buyer may be harbouring that will sabotage your deal. Wrack your brains and make this list exhaustive. Then, create strategies to minimize or eliminate each one. Doing this before objections are raised prepares you for any eventuality, and increases your effectiveness in managing them should they arise.
Great sales strategies are best created with more than one mind tackling the challenge. A sales coaching session is an opportune chance to create such synergies. A few minutes of focused planning prior to your sales coaching session will contribute to solid sales results, and inclusion in your company’s ranks of top performers.