Mar06 Email5

Sales Tip for March 2006 - Volume 5

Danny Wood is a nationally known trainer and speaker on sales and sales management.

Danny specializes in working with business owners, CEO’s and senior managers to maximize the return on what is often their most underutilized resource, the sales team.

Danny’s work has been noted for providing his clients with the ability to realize millions of dollars in additional business that would otherwise have never materialized or would have been lost to competitors.

His knowledge, experience, and tremendous respect for the Sales Professional led to his being selected by NJEntrepreneur.com to be their Sales Expert.

"I have finally gained great control over the sales process in my firm."
Marc Blumenthal - Principal
Sax, Macy, Fromm

"Our staff has new confidence and much less fear."
Richard Magid - President
Soundboard, LLC

"I can’t remember the last time I heard, Boss – Our prices are too high."
John Fernandez - Owner
Signmasters, Inc

"Our sales went up 30% since we started with Danny’s program."
Jim Margiotta – President
PBI-Dansensor America, Inc.

Secrets of Sales Superstars:
Track & Measure KPI

Key Performance Indicators (KPI) are the business development metrics that are most important in your company or industry.

Sales superstars identify the KPI for their business and use them to track and measure their goals. On a day-to-day basis, they update where they are in reaching their goals, what activity has been accomplished and the results that have been netted from it. Superstars have an in-depth system of tracking and measuring which lets them define their effectiveness and make changes as necessary.

Superstars obviously track sales; however, there are other important factors in most businesses that should be tracked as well. Appointments made and appointments kept can show the salesperson's effectiveness in getting face-to-face. Comparing dials to contacts to appointments can show how well the salesperson can be on the phone. The number of referrals asked for and the number received shows how well salespeople are using their client base to increase business.

All of these are smaller metrics that when combined improve a superstars effectiveness. They use KPI's to keep a constant grasp on where they are in relation to their goals. If they are behind they have an opportunity to tweak that activity. After they meet or miss a goal they can analyze what caused the success or failure.

The final step of superstars is they evaluate their KPI's. The information does not sit in a desk drawer or become lost in a file folder. Superstars reevaluate to make sure the right indicators are being tracked. They also keep an eye on their final metric – sales. If there is a KPI that doesn't relate to the final number, it is removed. Superstars commit to tracking their KPI's and recognizing value in them.

Be a sales superstar. Define what activities you should be tracking and commit yourself to keeping a record of those KPI's. You will have a better grasp on what activities are working well, which need to be improved, and which can be eliminated.

Don't Miss Our Next Complimentary Live Executive Briefing:

Friday, April 21, 2006
(click link above for more info and to register)

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Danny Wood Enterprises, LLC
201 Route 17 North, Suite 300
Rutherford, NJ 07070
Ph: (201) 842-0055
Fx: (201) 842-0789
Danny@DWESalesGrowth.com
http://www.DWESalesGrowth.com