Tham khảo tài liệu 'mastering the essentials of sales to close every sale_6', kinh doanh - tiếp thị, tiếp thị - bán hàng phục vụ nhu cầu học tập, nghiên cứu và làm việc hiệu quả | 32 WHO CHARTS YOUR SALES PROGRESS Both management experts and top salespeople agree that we can only improve what we can measure. Salespeople who keep good records of their sales performance tend to outperform those who depend on others to tell them how they are doing. Top performers know that all sales activities can be measured and the key numbers are all related to one bottom line the salesperson s earnings. Here are a few key numbers you can use to chart your progress 1. Number of high-yield customers. Top performers classify their customers into A B and C accounts. If their database contains 300 contacts chances are that 20 percent of them are A accounts that produce 131 Copyright 2006 by Gerhard Gschwandtner. Click here for terms of use. MASTERING THE ESSENTIALS OF SALES SUCCESS PRINCIPLE Imagine what would happen in a football game if you removed the clock the yard-lines and the scoreboard It would be chaos. Stop working in a chaotic world. Review your sales progress every day and measure your progress against your goals. You can t break records if you don t keep records. about 80 percent of their sales. Top salespeople rise to the top because they invest more time with their top accounts. 2. Weekly volume of sales calls. Every salesperson knows that more sales calls will translate to more sales yet very few keep track of how many customer contacts they make each week. Begin tracking your call volume starting today. As you learn more about how your call volume progresses each day and each week you will learn more about the obstacles that prevent you from making more calls. Each week set a new call volume goal and challenge yourself to break new records. 3. Number of new qualified prospects per week. Prospecting is vital to success. Every week delete some of the useless names in your database and replace them with an equal or greater number of new qualified prospects. Set weekly prospecting goals and you will prosper. 4. Time devoted to prime-time activities.
