Here is a format we use for sales meetings – for example, a weekly review of activities from the sales team.
- Update on activity:
- Number of visits
- Number of asks
- Update on productivity
- Number of commits / declines
- $$ Committed
These metrics provide an objective dashboard that speaks volumes.
- “What gets measured gets done.” – Tom Suddes
It’s very easy to get sidetracked. Make it very clear (for yourself) and for your sales team that the first measurement will be number of times we got out of the office to go visit with people. Even without the perfect materials, we know (at For Impact) this will have a tremendous positive impact on your organization.
- The dashboard creates accountability.
Following on the first point, if you’re a manager you can set goals with your team around number of visits/asks. This ties back to accountability and performance.
- The dashboard points to what’s working and what’s not
Two months ago I was working with an organization that was making 15 visits per week. It was logging only a few commitments and declines. We were able to zero in on this and it turned out the staff wasn’t really asking. It was walking through the numbers and ‘hoping’ the prospect would select to give. We did another training session around ‘the last three feet’ and the numbers then improved.
This is a pretty important point. You can deal with real issues as they arise – instead of planning and planning for months/years with no activity.
After the numbers we then review:
- Status of Top Ten Prospects on the Master Prospect List
- Specific Pending Strategies that need attention
- Strategies for the Forthcoming week