Most professional salespeople failed because they don't know how to stay productive as a commission earner.
If you are working on commission, you probably have a fluctuation in your income. Most of the salespeople keep track of their productivity by tracking on the number of sales they make daily. It works for some but not for most.
What if you have continuous days, weeks, or even months with ZERO sales then?
Your frustration increases exponentially as your bills pile up and you have to dip into your savings.
You become anxious to make cold calls or making new business.
You become desperate and sound desperate on your sales calls and people can sense it.
Before you know it, you have already quit your commission job even though you may still have the job title.
Using merely sales or income to track your productivity is not sustainable. There is only a very small percentage of people (probably 5%... hell.. I am making this up but I know I am pretty close) who can withstand such financial pressure without affecting their performance.
Moreover, you can't control whether people buy from you or not. It makes no sense at all in using something that you cannot control to track your productivity level.
How do you keep track of your productivity when you are working on commission other than the number of daily successful sales or your income?
First, decide how many hours you want to work daily. When I say work, those hours are strictly reserved to grow your income and nothing else.
Second, decide on the actions you are taking when you do not have an appointment, i.e. cold calling, following up with prospects who are closest to closing, generating leads, getting referrals, etc.
Third, calculate how many sales you need to make a day to hit your income goal that month.
As an example, you make a 10% commission of every sale you close and your average sales amount is $2,500 and your next income goal is to make $10,000.
To achieve your goal, you need to close 40 sales to hit your Monthly Income Goal ($10,000/$250 commission per sale = 40 sales).
Thus, you need to make 10 Sales a week. Let say you only work 5 days a week on client calls. Your Daily Goal is 2 Sales each working day.
If you are working 8 hours a day and each call takes about 60 minutes, your goal should be generating 3 new sales leads and making 2 sales calls, with the intention of closing 1 successful sale.
As long as you are achieving your activity goals for that hour, you are being productive, regardless of whether you close any sale or not. They are achievable and "actions you can control".
If you don't hit your goal the last hour, it is in the past and you can't control the past. Let go of the past and focus on the present hour's goal of "actions you can control": generating 3 new sales leads and making 2 sales calls with the intention of closing 1 successful sale.
Let say your closing ratio is 25% and you are making at least 8 calls a day, you will be closing 2 sales per working day and therefore hitting your $10,000 income goal.
You cannot control whether people buy or not. You can only control that you are doing an amazing job on your sales calls to qualified prospects & the number of people you talk to within a certain amount of time.
With this Advanced Sales Productivity Tracking System and mentality on focusing only on "actions you can control", you will likely to hit your productivity goals every day while keeping yourself motivated without getting emotional about your results.
Can you see how this simple and easy-to-follow system can turn your sales career around?
By breaking your life purpose, your habits, your motivation, and your natural strengths to its core elements, you will see how I put them back together in ways you may have never seen before.
I am expensive, but I am very confident that I can provide your sales career with very sound business strategies to 10X your sales, schedule a call with me.
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