Tracking key indicators is crucial. Identify the factors that directly influence your sales success and start tracking them. Consider factors such as:
- your response time to new inquiries (speed is your friend)
- average order value (aim higher)
- the balance between recurring revenue and new revenue (avoid cannibalising new business with excessive account management)
- the sources of your best leads (amplify your efforts here)
- and, importantly, the reason you’re losing pitches (if in doubt, ask – not enough people do this).
Dive into your data by analysing segments. Break down your sales data based on product, region, sales channel, sales team, or any other relevant cut of the pie. By doing so, you’re bound to uncover patterns, trends, and areas of strength or weakness within your sales.
For example, if 80% of your sales come from one region, explore why you’re winning there. Once you understand what’s what, consider expanding into markets with similar characteristics.
As a small business owner, it’s likely that you wear many hats, including that of the key salesperson. Map out your sales process to see where you can save valuable time. Which tasks can be automated or delegated? Can someone else calculate project costs, schedule client meetings, or prepare proposals on your behalf?
By reducing admin, you’ll have more time to focus on selling and delivering your services.
The great news is there are many ways you can boost your sales performance, even with the limited resources of a small business. Take your first step today!
ACTION: Choose one of the three steps above.
Book a 30 minute session into your diary next week.
Dedicate this time to tracking/ analysing/ refining your sales process 🕺🏻
Need help tracking, analysing, or refining the sales process in your business? A quick chat is often all it takes to get you going.
Book a free call with Darrin or Paul at a time that suits you, and let’s discuss the next best step for your business.