Hit the ground running in 2011

Posted on January 4, 2011. Filed under: Sales, Sales forecasting, Sales Management, Sales pipeline | Tags: , , , , , , , , |

With another year of selling behind you, the important thing to remember is it’s gone.

I salute you if you had a great year and I’m sorry if your year didn’t turn out as you wanted.  For this new year all runners line up at the same starting line once again.

The sales numbers might not lie but they don’t always tell the entire truth either.  Therefore, regardless of last year’s results the important thing to do is to learn.   I devote this entire week’s blog to last year and helping you learn from it.    This week I’ll discuss:

  • 4 key sales metrics to understand the raw numbers
  • 3 key funnel management metrics that every salesperson must manage to
  • 2 key metrics related to lead generation and the customer buying process

As you read through the entries and perform the review remember this:

  • Be honest with your assessment and answers.
  • Be factual.  The better ‘data’ you have about your performance the better your analysis will be.
  • Give yourself credit for doing the exercise.  The vast majority of sellers don’t do this.

Here are the 9 metrics I’ll cover:

1-      Number of sales made

2-      Size of sales

3-      Percent of sales coming from existing customers versus new customers

4-      Mix of sales (if you sell more than one product or service)

5-      Win rate

6-      Velocity

7-      Push rate – percent of sales that don’t close within the timeframe you originally state

8-      Lead source

9-      Funnel stage of discovering the lead

In the next blog post, I’ll tackle the first four.

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[…] This post was mentioned on Twitter by JobShoots. JobShoots said: Hit the ground running in 2011 http://bit.ly/ic3cbB #news #sales […]

[…] week’s blog entries are related to Hitting the Ground Running in 2011.  Click here to go back to and start at the beginning of the […]

[…] Salesmanship | This week’s blog entries are related to Hitting the Ground Running in 2011.  Click here to go back to and start at the beginning of the week.  A good place to begin your review is with […]


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