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Web design and other sales
representatives rarely, if ever look at charting their
abilities to introduce a product and close a sale or
consider how long a sales cycle may be by monitoring
their progress and motivating themselves to try and
shorten it over time. Most sales people in fact, just
look at closing ratios for the month and are satisfied
(or not) to not look any deeper. However keeping track
or and reviewing your statistic is how you can determine
why sales increase, decrease or stay the same and having
that information can make you very successful.
Web design sales representatives that consider
statistics as part of their arsenal in their marketing
are the ones that move on to higher levels of income and
success as well as finding longevity in their careers.
But all too often, these sales representatives fall away
and don’t keep at it to find the key that unlocks their
success. They figure they will just take a stab at it
and see if it’s right for them. Unfortunately, many
“would be” web design sales representatives end up
giving up because they don’t know how to fix what’s
wrong.
A good list of statistics to consider is:
* Start to finish time it takes to close a sale per sale
and averages overall
* What products are hot, what products are not (for you)
* What has brought in the most commission based on
product, demographics, price
* What areas gave the most yes, no, and maybes in your
lead list
* Reasons overall for yes, no
* Closed sales on callbacks for maybe and no responses
* Monthly and annual look at interviews, proposals and
closes in chart form
* Monthly and annual look at commissions in chart form
* Monthly and annual look at customers, current, new,
cancelled in chart form
Even as an owner, it’s also good to evaluate these
numbers as they tell you in good detail demographical
and product penetration as well as the usefulness and
effectiveness of current marketing campaigns. There’s
never a good reason to just take a shot in the dark,
especially in this recession and especially when there
is so much competition. Your analytical approach is what
will keep you landing deals when other companies are
failing and web design sales representatives quit in
droves.
Knowledge is power and that power can keep a career at
its peak when others around struggle. However making
changes based on numbers is critical to affect the
outcome. In fact, a fun exercise is to look at your
annual chart and see where you started to actually
utilize your numbers – the proof will be that incline in
closes just after it. |
Becoming a great sales rep stems from you becoming great in what you do.
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