Sales Resolution #2

Here is my second suggested resolution for advertising sales people: Track your numbers. Sales people should keep careful records of their activities. As a sales person, I tracked my calls, my presentations, my closes, my sales and my sales revenue. This information kept me honest. The number of calls told me if I was slacking off. The number of presentations told me if I was using a good call opening and engaging the customer, the closes told me if I was keeping the customer interested with my presentation. The number of sales was a measure of everything I was doing. I used the revenue number to determine my earnings but also to calculate my average sales. the average sales revenue was a good way to know if I was "leaving money on the table." I always kept better records than my boss required. This data prevented me telling myself I was working hard when I began to cut corners. It is also a great way to tie your activities to your sales results. I always knew how many calls I needed to make to generate the income I needed to make. If you do this on an ongoing basis as you go through your day it requires very little time and produces great results.

Keep Smiling, Keep Selling.

Thanks Jim Busch