How many of you have sales goals for yourself, direct reports or for your company, but are unable to articulate the metrics needed to achieve those goals? For example: You have a new business annual sales goal of $250,000 The average sale is $2,000, therefore, you need 125 deals to hit this goal It typically takes [...]
If your salespeople are like most, from time to time they struggle with attaining their sales goals. And, they may offer a number of reasons for this including: Pricing Competition Too few leads Quota is too large And so on….. Some of these, all of these or none of these may be true. What is true, [...]
I recently wrote about a well-defined sales process as being a “recipe for success.” This is because, once defined, the sales process affords you the ability to (1) measure the effectiveness and efficiency of your sales representatives, (2) create accountability to measurable goals and (3) identify opportunities for training and improvement. It all starts with creating metrics based [...]
According to the U.S. Small Business Administration, about half of small businesses survive five years. A recent internet search for articles about the challenges small businesses face yields quite a few results. There are useful pieces on trends such as found in USA Today as well as articles like “The 6 Toughest Problems for Every Small Business [...]