In a recent post, we discussed the importance of crafting a strategic plan for managing your book of business without overlooking your account list. Breaking that list into four strategic "buckets," each requiring a distinct approach, is key to maximizing growth.
As the year progresses, we’re actively working with our clients, guiding them through goal-setting exercises to position themselves for success this year and next. For sales professionals, understanding our personal driving forces is crucial. What are we aiming to achieve? Clarity on meaningful personal goals helps chart a clear course—after all, you can’t hit a target you don’t have!
Ask yourself: How many sales do I need to make? How many proposals will I need to submit? How many initial meetings should I conduct? How many prospecting activities are necessary, and which ones should I focus on? To answer these questions, it’s important to understand close ratios at each step of the sales process. If you haven’t tracked your ratios, industry averages can serve as a helpful starting point.
Does this sound complicated? It’s not. Imagine applying a simple methodology or system to ensure you achieve your most important goals. Would it be worth a little extra thought and planning? Decide what you want, build a plan, and you can bet on the outcome. It’s like money in the bank.
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Dan and Lisa Nausley
Lisa & Dan Nausley of Sandler, Chattanooga have developed extensive Sales Mastery and Leadership Management Training Programs after more than a decade of training and coaching exceptional teams across the country in sales, leadership, and executive coaching. #sandlercha #sandlerchattanooga
Dan and Lisa Nausley
Lisa & Dan Nausley of Sandler Chattanooga have developed extensive Sales Mastery and Management Programs after more than a decade of training and coaching exceptional teams across the country in sales, leadership, and executive coaching.
