What would your revenue look like if your sales team had one extra day to sell every year? This year we get a bonus "leap day" and every person on your team will make a series of decisions about how they invest their time. Those decisions will have an impact on the results they produce - not just on leap day, but every day! Let me share a sales secret that can create an "extra day" of selling every single year, not just every four years during leap year.
First, let's spend a moment talking about sales measurables. What do you measure? How do you measure success for your sales team? If you're like most CEOs we work with, you probably have a very solid understanding of your proposal conversion rate. You know that if you send out X number of proposals every month you will win $Y in new business. A few CEOs understand how many productive sales meetings need to take place to generate X number of proposals. And it is a very rare CEO (or business owner, or VP of Sales) who understands the daily activities required by every sales person, in every territory, to drive the right number of meetings (and frankly the right type of meetings), to drive the highly qualified proposals that lead to reaching or exceeding your monthly, quarterly, and annual revenue goals. If you have this down, great! If you don't, contact me and I'll quickly help you figure it out.
Whether or not you understand the daily activities required by each sales person on your team to drive the revenue results you want, here's a sales secret you can implement right away to add an extra day of selling every year. Have everyone on your sales team form the habit of making one extra call before they go home every day. That's it. One small change - a simple decision they can make every day - that will drive massive results over time.
- One extra call every day.
- Five working days per week.
- 50 weeks per year (assumes two weeks of vacation).
- 250 extra calls per year.
How many days do your sales people make 250 phone calls? For most sales people (unless they work in a call center or highly transactional environment), 250 phone calls would be an outstanding day. Even if they only made an extra 200 phone calls per year, that would still be a great day of sales activity. Once you understand your sales measurables, you can easily calculate the impact an extra 200 calls from every person in your sales organization could have on your revenue. Hold your sales team accountable to this one simple decision - every day - and your sales will take a leap every year, year after year.
What would happen to your revenue growth this year if your sales team formed this habit? What can you do to make sure that happens, starting today?