First off, make up your mind to be consistent in sales. Know how many leads you need. Then, resolve to prospect unceasingly. Leverage your leads every day. Use all the sales tactics in the book to drive your topline growth. Wash, rinse, and repeat — every single day. That’s the only formula that’ll deliver consistent sales for your business.
Inconsistency is one of the most consistent things in the world of sales. An insane number of businesses and sales people keep making plans and altering them. In the end, many abandon their plans.
Many people have numerous goals they intend to pursue. But for some reason, they don’t achieve them. The number one reason people in the world of sales fail is that they’re not consistent. Good news: If you’ll do these 3 things well, you’ll keep seeing consistent sales.
1: Decide You Can and Will Achieve Your Goals
Make up your mind concerning your sales goals. After that, you must never stop pressing on toward the realization of your goals. Never stop until you win. It all starts in the mind. You must believe that the key performance indicators you’ve set are realistic and achievable. Then, work, work, work.
Professor William James once said that everyone becomes their thoughts. If you view yourself in your mind’s eye as a phenomenally successful marketer, you’ll eventually become successful.
2: Calculate How Many Sales You Need to Achieve Desired Results
Over 85 percent of B2B marketers have leads as their most critical goal. So, how many leads do you need to achieve your goals? That’s a question that keeps bombarding marketing and sales people everywhere. As you might expect, the answer given depends on who you ask. Replies such as “Don’t know,” “More than I have,” or “X leads but I don’t know why” are typical.
How to calculate the Number of Leads You Need
To do that, you need at least 4 numbers. You need:
- Revenue quota per sales rep
- Average size of every closed sale
- Percentage of self-generated sales revenue
- Lead-to-sales conversion rate
Here’s how to do it.
Let’s use imaginary numbers to see how you’d calculate the number of sales leads you need. We’ll assume your sales rep needs to deliver $1,000,000 in sales revenue over a given period. Further, we’ll assume that the sales rep self-generates 30% of their revenue quota.
In addition, let’s assume each closed sale amounts to $20,000. Let’s also pretend that the lead-to-sales conversion rate is 17.5%. How many qualified leads does your sales rep need do to make quota?
Since they can self-generate 30%, they’re only working toward delivering the remaining 70% of their revenue quota. They need to do at least $700,000. Given that each closed deal amounts to $20,000, your employee needs to clinch at least 35 new deals.
At this point, we can easily calculate the number of qualified leads required to hit the revenue target. The lead-to-sales conversion number in our example is 17.5%. What we must do now is divide the number of closed deals needed by the conversion rate. That is, 35/17.5% or 35/0.175, which is equal to 200 qualified leads. As long as your sales people have 200 prospects in the pipeline, they should make quota without issues.
But Why Do I Need a Certain Number of Leads?
Why not just keep adding leads and stop worrying about all these numbers? It’s because you want to optimize your resources. It’s because you never want to waste even one dollar on pursuits that add zilch value to your business.
Experience shows that if you have too many leads, you’ll end up wasting tons of money managing them. Also, you likely won’t give your leads adequate attention. A few of them, and that includes high-quality leads, might fall through the cracks. The number calculated above represents that “sweet spot” where your resources work most efficiently.
3: Prospect Relentlessly
Knowing your numbers is one thing, and hitting them is quite another. Since you know how many leads you need to win, you must hunt them down each day. This study found that 7.5 hours of cold calling convert into only 1 qualified appointment. Keep that in mind as you prospect.
Also, tweak your sales pitches until they become that irresistible version you need to succeed. In addition, manage your time well. When you schedule a 2:00 p.m. meeting with a client, don’t cancel it at the last minute. Instead, arrive at the venue a few minutes before the meeting. Always be punctual.
- Always Focus on Your Client and Their Needs
When in a meeting with a client, stay focused. You’re there to sell something to the client, right? Wrong! You’re there to help them solve a problem. That’s why you should research them thoroughly before each meeting. Know their latest successes and failures. Know the one thing they believe will shoot them to the level of success or happiness they desire. In short, the meeting should be 100% about them and their needs.
- Note Down What They Say
Make sure to carry a note book and pen. As you interview them, capture everything they say, particularly their objections. That’ll make them feel important — and they are. You most likely will need a couple meetings before you can close the deal. So, do everything possible to get them to give you the next appointment. Be sure you’re the person sitting on the other side of their desk throughout their buying journey.
Start Doing These 3 Things, and You’ll See Consistent Sales
Decide to be consistent. It’s a mind game; decide you want to win right off the bat. You also must know how many leads you need to reach your revenue goals. In addition, you must be persistent when it comes to prospecting. Whenever you’re in a meeting with a client, focus on their needs. Make them feel you care more about helping them than their money. If you decide you can win; if you know your numbers, if you prospect persistently, you’ll win.
All businesses could benefit a lot from combining the right technology with the right strategy when it comes to dealing with customers. Here at Veloxy, we’re dedicated to creating great customer experiences for both our customers and yours.
Keep track of your customers today and know what they are thinking with the help of Veloxy Mobile and Veloxy Engage. Veloxy helps companies make the most out of Salesforce by tracking customer behavior, analyzing their habits and recommending a course of action that will likely hit home with the particular customer. Not only will outstanding customer service help you attract, retain and nurture customers, it’ll also help your business stand out – and get a ton of free publicity if you’re lucky.