Why you need to track your sales success
How many times have you set personal & business goals and worked towards their success? Consider the goals you’ve set this year and your progress so far. How’s it been going? Regardless of the outcome, this practice is part of tracking your success.
The same thing happens in sales. You're more likely to reach your sales goals if you identify and set strategic milestones along the way and keep track of your progress.
Set sub-goals to monitor your progress
The most important reason to track your progress is that it shows you whether you're on course. For my business clients we set quarterly goals, broken down to a monthly sales goal, and then broken down again by week as we set weekly sub-goals. At the end of each week, you can see if you're hitting your targets or not. If you're not, you know you need to make a change.
If, for example, your monthly sales goal is 1,000 for a particular service, you can break it down into weekly goals each to be reviewed on the same day each week, such as Friday. Each week, you should see 250 in sales and you can even break it down by day so that you can check at any time to see how you're doing.
Celebrate each milestone
Hitting even small milestones gives you a huge boost of motivation. You should celebrate each success along the way. This helps you gain confidence in your sales skills as you work toward bigger goals.
The idea of sales causes many people to face mindset challenges and it's quite common for a service provider to feel that they're not good at sales because they don't have significant results to show for their efforts.
Celebrating each small victory along the way helps you to realize that it can be done, and you can do it. When you see those first few conversions, you can easily start to see yourself as a salesperson.
Figure out What's Wrong
You may be struggling to reach your milestones and if you're not reaching them, this is an excellent learning activity. You can analyze your strategy and figure out where you're losing people. When the traffic isn't converting, you can tweak and make small changes to see how it impacts the bottom line.
For example, you might see a great deal of traffic to your website and engagement with the content there, but a lack of conversions. Even though you see that visitors are spending a great deal of time on your site, they're not responding to your call-to-action and making the purchase or taking the next step.
What this tells you is that although your web content is relevant to your audience, you're not getting the conversion because your offer isn't appropriate, the navigation is difficult, or your call-to-action is weak.
Best Practices for tracking your results
- Make use of technology tools to track your progress for you
- Clarify your goals and state them in as specific terms as possible
- Choose one or a few key metrics to monitor that will tell you whether you're reaching your goals or not
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