If LeBron James wants to improve his shooting percentage, he FIRST needs to know his CURRENT shooting percentage. 

Then he can try to improve by focusing on activities that are IN HIS CONTROL. For example, if he thinks that improving strength would help, he could try to increase the number of reps or max weight while working out.

This is the same with sales. If you want to sell more, you NEED to be measuring your activities and other important sales metrics.

 
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There also has to be some careful consideration about what metrics you have direct control over (more about this in our next post). 

Here are a some sales activities and metrics that might be worth tracking:

  • Number of follow up calls per (day/week/month)
  • Number of prospecting calls per (day/week/month)
  • Number of client calls per (day/week/month)
  • Value of proposals sent out per (day/week/month)
  • Quantity of proposals sent out per (day/week/month)
  • Close rate
  • Deal velocity 
  • Deal loss reasons

Just like LeBron James practices his jump shot, salespeople should be tracking their stats, and then practicing THEIR "jump shots".

What is ONE stat or metric you will start tracking today? 


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Brad Telker
Vice President of Commercial Sales at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of Commercial Sales, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys photography, running and spending time with his family.


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