Sales is not the same as it used to be: Nowadays It's More Than Just the Numbers

This 3 minute read will show you a new perspective on how you can enhance the efficiency of your sales efforts, without just ramping up the volume.

Now, let’s not leave our success to chance because the problem with usual targets is tracking leads and revenue is like navigating with a compass that only points to yesterday's north; it tells you where you've been, not where you're going.

For sales leaders and business owners, focusing a lot on just making more sales, getting more leads, and sending out more proposals might seem good. But the problem is that they tell us what happened, not what's going to happen.

Let's talk about proposals. Sending a lot of them might seem like you're doing a lot, but it can backfire quickly. You may just end up providing free consulting or even helping your competitors without you realizing it.

Nobody likes being left in the dust empty handed.

That’s why you’re here.

We’re supporting our Sandler Calgary community to learn and implement these new kinds of targets so they can get left full-handed.

Here are a few leading KPIs to add to your system:

• First conversations ever. This happens when you’ve either never spoken to someone from your organization or it’s first time that seller is speaking to buyer about a new service
• Opportunities moved down or out of the funnel. Disqualified or moved onto the next step.

• Coverage. For example if your close rate is 50% and your goal is 1 million sales, work to keep 2 million in your funnel.

This also means focusing on the quality of your talks with clients and not just how many talks you have.

Make sure you're really solving their problems, and going after the right opportunities. While seemingly obvious, it’s sometimes a nice reminder.

Lastly, build a team that's on the same page: Make sure everyone knows what's important and is working towards the same goals.

If you found this interesting, save it for later and take action on implementing these into your systems. What isn’t practiced isn’t implemented and our biggest fear is that you don’t see results.