tracking

Where are your Hot Sales leads kept?

sales board
I like to keep important information right in front of my face. Of course, I use software; but nothing beats a good ‘ole fashioned white board. I installed one in the office and it sits right in front of my desk.

Ideas, strategies, and important notes go up on the white board.

Also, our sales leads. Sure we have a database strategy to keep track of the sales leads that come in and keep track of our sales cycle such as responses, notes and scheduling dates for follow up. That stuff is automated within our company online calendar.

But I’ve found it very motivating to put potential client’s names on the white board: and track results in a modified way. This keeps them in front of my face and constant reminder to follow and close the sale.

Sure it’s a little bit of double work, but it is so satisfying to draw a line and put the word SOLD on their name. Also right under the section of potential clients is also a fabulous thank you note from a happy client. Just to remind ourselves how happy we make our clients!

How do you do it?

Happy Selling!

{update on photo: Since the photo was taken, we can add two more “SOLD” notices to it. Holla!}

Being Accountable!

Sales people are motivated by money. They are also motivated by their sales manager. In the business world, managers (I used to be one) are dedicated to making sure their sales people are on track in making their sales goals, meeting expectations and exceeding those expectations.

So who holds you accountable for your sales in your business? How do you measure your success rate? Or do you even track this at all?

It’s always better to have someone else motivate you or ask you where you are with your goals, because it’s easy to make excuses for yourself. This can fall on a business partner, spouse (although this may get into some gray area) or even a friend. I do not have a business partner, however, my closest friends are in sales; media and business products. We talk to each other throughout the week, touching bases and motivating each other. I have fabulous close friendships with other event planners who I connect with and motivate me as well. All of these people help ME pull myself up when I am in a “sales funk” and not producing (yes, we all have those).

Back to tracking: do you track your success rate in closing sales? Do you have a sales goal every month? Having a “revenue” goal is much better than the “number” of weddings or events that we produce. Some months may have more quantity over quality and since it varies it is easier to track total revenue.

I hope that you are comparing your sales: Month ’08 vs Month ’09, as well as Year-to-Date ’08 vs Year-to-Date ’09. You cannot wait till the end of the year to review, because by then it is too late – and that is when you should be projecting and setting your revenue goals for the next year. This allows you to know where you are falling short and may inspire you to consider new sources for revenue streams.

This seems so simple, but I guarantee that many small businesses are not reviewing these stats.

Next step, tracking and organizing your prospects and leads….

Happy Selling!

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