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September 28, 2012
Greetings!
September is in the books and there are just 62 selling days remaining in 2012. How's business? Accountability requires management commitment and measuring results is a major ingredient in planning. Are you measuring your results and being accountable? Did January to September 2012 sales exceed January to September 2011 sales? Did actual exceed plan? If yes to both questions, congratulations and maintain the momentum. If you answered no, it's time to have another planning meeting; there's still time to exceed your 2012 goals.  If sales are below last year, what did you do last year that you didn't do this year? Click here to continue reading article.
"If you measure it you can manage it." The top chart shows the revenue trend of Client 22 from Jan '11 to May '12. They were not measuring results but knew something was going downhill, fast. After Sales Kitchen developed this simple chart the boss asked a simple question, "What the hell is going on?" Analysis revealed two changes (one in customer service and one in marketing) occurred in February.. After both policies were reversed, Client 22 stopped the bleeding and resumed monthly sales growth, as seen in the bottom chart. Below you will find a list of activities to measure to Heat Up Your Sales. Once an IT managed services client that was just measuring their IT projects' status and completion rates started measuring sales activities, results immediately improved. Remember, "if you measure it, you can manage it." Set your objectives, hustle and give your professional best. Respectfully, Mike Cooper Head Chef & VP of Sales - Sales Kitchen ** Mike Cooper is founder and Chief Sales Officer, at Sales Kitchen, a sales leadership, coaching and consulting company. His mission is to team up with his clients, understand their business, develop customized selling solutions and improve their results. Coop will guide your firm to get new customers, get your current customers to buy more stuff and Heat Up Your Sales!
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Sales Kitchen Measurement Tool
Weekly Sales Activity Worksheet
This cool tool will help you stay focused on those high payoff activities.
Acronyms are defined at the bottom or the worksheet.
Take notes in the category boxes on the right side of the work sheet.
An excel version for you to personalize is available by clicking here.
Good luck!
If you are using a previous version of this form, feedback is appreciated.
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Remember to VOTE, Tuesday, November 6, 2012.
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Sales Kitchen provides cooked-to-order recipes to season your leaders, bbq the competition, improve results, and Heat Up Your Sales.
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