Sales Training Tactics

“If you don’t have a plan for yourself,
you’ll be part of someone else’s.”
-Unknown

We are now three weeks into 2010, which means your sales plan should be in full swing. If you haven’t made one yet, let’s give you some tips to makes sure you are on the right track. In order to make your plan work, you need two components. The first is a Strategic Objective that includes the larger goals you want to accomplish. Those goals might include becoming your company’s top sales performer. Another might be to grow your business by 20%. Whatever those Strategic Objectives are, it is important that you match them up with a very specific Tactical Plan. These are the smaller milestones that will help you get to your larger objectives. If you are in sales, you need to do the following:

1.    Determine exactly how much product you need to sell each week
2.    Determine how many live sales presentations you need to deliver each week to reach that sales goal.
3.    Determine exactly how many prospecting calls each day it will take to reach the sales presentation goal

For example, if you need to sell 5 of your focus products each week to reach your yearly goal, you may have to present to 10 prospects each week. To get those 10 presentations, you may need to prospect with 20 new potential clients. Which means you need to make 4 prospecting calls each day. Once you have that number in your plan each day, let it HAUNT you! Don’t end the day until you reach that Tactical Objective.  By breaking down your plan to a measurable daily number, you will have created a plan that sets the course to making you your company’s top sales performer. See you at the TOP!