Figuring out How Effective I am at Closing (Original article -
Website Design Sales Reps)
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
Although this article is primarily focused on web design sales, it also applies to anyone in the sales line of work.
Are these reports helpful? Can you think of any others to add to this list?
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
Although this article is primarily focused on web design sales, it also applies to anyone in the sales line of work.
Are these reports helpful? Can you think of any others to add to this list?
