Describe in detail all the outcomes you need to achieve daily, below:

Example:

The sales activities could be things like:

• Planning your day the night before.
• Identifying the required number of prospects daily
• Qualifying these prospects
• Making sufficient telephone calls to arrange appointments with the decision makers at these organisations.
• Meeting with the correct number of decision makers daily
• Supporting sufficient customers, each day, to see the value you bring
• Reviewing your progress daily
• Conducting a daily review of your day
• Any other activities that you have identified, when you designed your “Predictable Sales Process“

Please think deeply about this crucial step. As you know sales success is all about ensuring that you perform, enough of all the, crucial sales related activities daily.

The above is a simple example. Think about your industry, markets and customers. What outcomes do you need to achieve daily?

These could be outcomes, such as:

• Acquiring new customers:
  • Researching and qualifying future customers
  • Deploying your Multi-Channel Communication Strategy
  • Creating awareness with your prospects
  • Engaging your prospects
  • Educating your prospects
  • Keeping deals alive and moving through your sales pipeline
  • Creating an unforgettable customer experience
  • Identifying cross and upselling opportunities
  • Acquiring referrals
  • Acquiring recorded video testimonials
  • etc

No one knows your industry. better than you do.

Describe in detail all the daily outcomes, you need to achieve to ensure that you smash your sales target and consistently WOW, your existing customers.

Describe all the daily activities, you need to perform, to ensure that you achieve all the required daily outcomes, you listed previously

Example:

Outcomes, we want to achieve:

• Planning your day the night before.
• Identifying the required number of prospects daily
• Qualifying these prospects
• Making sufficient telephone calls to arrange appointments with the decision makers at these organisations.
• Meeting with the correct number of decision makers daily
• Supporting sufficient customers, each day, to see the value you bring
• Reviewing your progress daily
• Conducting a daily review of your day
• Any other activities that you have identified, when you designed your “Predictable Sales Process“

In order to achieve the above outcomes, we will need to perform the following daily sales activities:

• Planning your day the night before, is merely a case of creating a schedule, as to when you will do this
• Identify the required number of prospects daily
  • We have found that we need to identify and qualify a minimum of 1 new prospect daily, to ensure that we smash our annual sales target
  • We research Google, LinkedIn and other Social channels to discover possible prospects, who are part of our TRIBE (Perfect Customer)
• Qualifying prospects
  • We qualify our prospects by comparing all the prospects, we have researched against our predetermined criterion, which describes our TRIBE.
• Making phone calls
  • We know that if we are able to call one prospect daily, to arrange a face-to-face meeting with them, we will smash our annual sales target.

I am sure that you get the idea.

• First you need to identify all the daily sales related activities, you ned to complete, to ensure that you smash your sales target.
• Next, you need to describe in detail, all the daily activities, you need to perform, to ensure that you, achieve each outcome.
• Finally, you need to schedule time daily, to ensure that you carry out each sales related activity

Achieving Sales Success, is really that simple

Describe all the daily activities, you need to perform, to ensure that you achieve all the required daily outcomes, you listed previously

Describe in detail, how you intend to schedule, all the activities you have listed previously

`Example:

• Planning your day the night before, is merely a case of creating a schedule, as to when you will do this
• Identify the required number of prospects daily
  • We have found that we need to identify and qualify a minimum of 1 new prospect daily, to ensure that we smash our annual sales target
  • We research Google, LinkedIn and other Social channels to discover possible prospects, who are part of our TRIBE (Perfect Customer)
• Qualifying prospects
  • We qualify our prospects by comparing all the prospects, we have researched against our predetermined criterion, which describes our TRIBE.
• Making phone calls
  • We know that if we are able to call one prospect daily, to arrange a face-to-face meeting with them, we will smash our annual sales target.

The above is an example of all the activities, I need to complete daily, to ensure that I smash my annual sales target.

All that is now left to do, is to schedule time, to ensure that I carry out all these crucial sales related activities daily.

• 06H00 – 06H30 Research 10 prospects, to discover one perfecte prospect, who is part of my TRIBE
• 06H30 – 07H00 Intense exercise for 30 minutes
• 07H00 – 07H30 Breakfast
• 08H00 – 09H00 Call prospects, to schedule meetings

The above is an example only.

The best time to call prospects is between 11H00 and 12H00 and 16H00 – 17H30 on a Wednesday and Thursday

I am sure that you get the idea:

• Know what outcomes, you need to achieve daily, to ensure that you will smash your annual sales target
  • This is a crucial exercise, that you need to perform, at the beginning of each year.
• Using these outcomes as a starting point, design all the activities, that when performed, will ensure that you achieve each outcome.
  • To ensure that you carry out sufficient daily activities, these activities must be described, in terms of exactly how many of each activity you need to complete
  • For example, you must state how many prospects you will esearch, how many prospects you will call etc.
• Finally you need to create a schedule, where you schedule time daily, to carry out all these crucial sales related activities.

Describe in detail, how you intend to schedule, all the activities you have listed previously