"Are You on Track with Your Goals?"

As we move into the halfway point of the second quarter are you on track with the goals that you have set for yourself for 2009? The plan that you have created to obtain these goals, is it working?

One of the issues we have as business owners and salespeople, we are not holding ourselves or our salespeople accountable to the goals that have been set. The first question you have to ask yourself, where am I now in terms of revenue, opportunities with prospects, and my forecast of future sales?

The second question you need to be asking yourself, is my plan working? The time that you spend either with groups and associations, is it yielding any business for yourself and your company? The behaviors that you have implemented, are they effective in getting your message out to the market place?

In reviewing all of your goals what you should start to see is a trend. Some groups and associations will yield you more results than others. Behaviors such as cold calling, networking events, and referrals will produce other outcomes. The key here is to be sure that you are spending your time wisely and if you aren’t getting results from a certain activity or behavior change it NOW!

If you need help with your goals or the implementation of your plan give Sales Concepts a call 440-575-7000

Where to Spend $, On Sales Training or Marketing?

One potential flaw in the entrepreneur mindset is the belief that to close more sales we need to invest in more marketing to have the phone ring more frequently. As a result our people will have the opportunity to set more appointments with potential prospects.

For example:
X Company Currently:
Monthly Marketing Budget: $10,000
Results: 20 Appointments per Month
Closes: 8 Closes Per Month (40% Close Ratio)

X Company Doubling the Marketing Budget:
Monthly Marketing Budget: $20,000
Results: 40 Appointments per Month
Closes: 16 Closes Per Month (40% Close Ratio)

What if the same company invested in training to better the skill set of the team? What if a direct result of that training yielded a close ratio that was dramatically increased by 30%?

For example:
X Company with Sales Training:
Monthly Marketing Budget: $10,000
Sales Training Budget: $10,000
Results: 20 Appointments per month
Closes: 14 Closes per month (70% Close Ratio)

Now, what happens to the sales results when the Entrepreneur shifts the focus back into marketing?

For Example:
X Company after training investing back into marketing:
Monthly Marketing Budget: $20,000
Results: 40 Appointments
Closes: 28 Closes per month (70% Close Ratio)

If you or your team is struggling with your results call Sales Concepts Inc. 440-575-7000!