To maximise productivity and make your sales day truly effective, start by asking yourself one key question: What do I want to achieve? Your answer should revolve around two primary goals. First, the minimum – your sales target, the baseline you need to hit, your non-negotiable goal. Then, as a dedicated sales professional, set your maximum – the ambitious personal goals that go beyond the minimum and challenge you to push your boundaries, solidifying your status as a sales guru.
Achieving your targets and goals sounds simple in theory: create and close sales opportunities. But, as many salespeople know, this is far easier said than done. A successful salesperson doesn’t just stumble upon opportunities – they proactively create them. The true secret to success lies in a carefully crafted sales plan. Sales management is all about following a structured, well-thought-out strategy, mapped in advance to guide every action and ensure that objectives are consistently met.
Think of it this way: imagine embarking on the road trip of a lifetime, the kind of journey that promises not only excitement but also the satisfaction of reaching your dream destination. How you plan your route will directly affect the outcome of your journey.
Option 1: You know where you want to go, but you set off without a map, GPS, or any clear plan. You take random turns, hoping for the best, and guess when to stop for fuel. Every wrong turn adds unnecessary stress, and every detour makes you wonder if you’ll even make it to your destination.
Option 2: You plan ahead, map out the best route, and account for fuel stops, possible delays and detours. You know exactly how long it will take and what you need along the way. With each kilometre, you move closer to your goal with clarity and confidence.
Option 1 is a gamble, filled with uncertainty and frustration. Option 2, on the other hand, is a structured approach that ensures your journey is smooth and enjoyable, leading you to your goal. Similarly, in sales, it’s crucial to follow a clear plan, not leave things to chance.
So, what’s in your sales formula? Sales is a numbers game, and you need to hit a specific target. But how do you turn those numbers into results? The answer is simple: ask more people. The more people you engage with, the more opportunities you’ll have to close deals. Salespeople don’t fail because they meet with too many prospects. The challenge often arises when too little time is spent on prospecting activities, leading to a lack of new opportunities. If your sales pipeline is clogged or stagnant, it’s time to take action. You need to top it up by adding fresh prospects to the sales funnel.
Where you focus your time matters. As you plan each day or week, ask yourself: Will this task bring me closer to my goals, or will it push me further away? The most important activity in sales management is filling the top of your sales funnel consistently. Everything else must come after that – no exceptions.
Effective planning requires you to focus on the following:
- Your monthly revenue target, broken down into weekly goals.
- The sources of that revenue- will it come from existing accounts or new business?
- The number of new opportunity meetings you need to hold on a daily and/or weekly basis and the time required for these meetings.
- Your daily and weekly prospecting activities, ensuring you’re generating a steady flow of new opportunities.
- Customer and account management calls to guarantee retention and growth.
- The time needed for prospecting to meet your desired results.
- The number of proposals you need to submit daily or weekly and how much time you need to allocate for this.
- The number of deals you need to close on a daily, weekly and monthly basis, as well as the revenue they should generate. Don’t forget to allow time for follow-ups.
- Admin and email tasks (but remember, these are not your top priority, so allocate time accordingly).
- Other activities that demand your attention. You know what they are.
With clear, focused sales management – planning your days with intention, filling the top of your sales funnel and remaining disciplined in your approach – you’ll have the structure needed to hit your targets consistently. Contact us today so that we can help boost your sales career and help you become the best.
