Do you ever set personal goals to work your way towards? For example, you might have a fitness goal where you walk a few miles a day and gradually over time work your way up to a daily 30-minute jog.
The same thing happens in sales. You're more likely to reach your sales goals if you set milestones along the way and keep track of your success.
Setting Sub-goals to Track Your Success
The most important reason to track progress is that it shows you whether or not you're on course. If you have a monthly sales goal, you can break it down by week and set weekly sub-goals. At the end of each week, you can see if you're hitting your targets or not. If you're not, you know you need to make a change.
If, for example, your monthly sales goal is 1,000 for a particular service, you can break it down into weekly goals each Friday. Each week, you should see 250 in sales and you can even break it down by day so that you can check at any time to see how you're doing.
Celebrating Each Milestone
When you hit each little milestone, it gives you added motivation. You should celebrate each success along the way. This helps you gain confidence in your sales skills as you work toward bigger goals.
Many people face mindset challenges when it comes to sales. It's common for a service provider to feel that they're not good at sales because they don't have significant results to show for their efforts. Celebrating each small victory along the way helps you to realize that it can be done. When you see those first few conversions, you can easily start to see yourself as a salesperson.
Figuring out What's Wrong
If you're not reaching your milestones, this is an excellent learning activity. You can analyze your strategy and figure out where you're losing people. When the traffic isn't converting, you can tweak and make small changes to see how it impacts the bottom line.
For example, you might see a great deal of traffic to your website and engagement with the content there, but a lack of conversions. Even though you see that visitors are spending a great deal of time on your site, they're not responding to your call-to-action and making the purchase or taking the next step. What this tells you is that although your web content is relevant to your audience, you're not getting the conversion because your offer isn't appropriate, the navigation is difficult, or your call-to-action is weak.
Best Practices for Tracking Your Success
- Make use of technological tools to track your progress for you
- Clarify your goals and state them in as specific terms as possible
- Choose one or a few key metrics to monitor that will tell you whether you're reaching your goals or not
Do you want to learn how to expertly turn your prospects into buying clients? If so, check out our sales training course for service providers and consultants. It shows you how to do it step-by-step with learning activities and actual scripts you can use.