Describe how you plan to break your annual sales target into daily, weekly and monthly objectives, below

Example:

Your annual sales target is $ 1200.

From a monetary perspective, calculating your daily, weekly and monthly sales target is simple:

1. Monthly – $ 100
2. Weekly & 25
3. Daily $ 5

I used 4 weeks and then for simplicity, I divided the weekly target by 5 days, to get the daily sales objective

We now need to create a set of daily, weekly and monthly objectives, that when achieved individually, will help us to smash our sales target.

This is quite an involved process and is beyond the scope of this sales tip, so I am going to describe the principal to you, so that you can attempt to do this yourself.

The first thing you need to know is your sales ratios.

When prospecting new customers, you would follow a process similar to the one described below:

• The first question is, on average, how many prospective customers, do you  need to research, to uncover your perfect prospect or TRIBE?
• After identifying your “TRIBE” (perfect future customer), the next step is to create awareness with, them about how suitable you and your organisation are to become their new supply partner.
• This requires a number of activities, defined by creating and deploying your Multi-channel Communication strategy.
• These would be tasks, such as posting articles on social media, sending email campaigns, using the telephone and meeting with future customers.
• You will start the process of identifying daily weekly objectives for effectively deploying your Multi-Channel Communication strategy.

These would be objectives, such as select my magnificent 50 perfect future customers, on whom I will focus all my energy, until each one is converted into a supply partnership. Identifying how many tailored emails, I will send, how often I will use social selling etc, to create awareness with my future customers.

I am sure that you get the idea. This concept is defined and this process, is taught, in our Sales Enablement Courses.

If you would like more detailed info on how to do this, please consider purchasing one of our Sales Empowerment Modules.

Describe how you plan to break your annual sales target into daily, weekly and monthly objectives, below

What are you going to do, to ensure that you schedule time to carry out all your crucial sales related activities?

The adage, I live my life by goes, as follows:

Whatever gets scheduled, gets done

With this in mind, I do the following:

I explore my daily, weekly and monthly objectives and then using these, as a starting point, I define a set of daily, weekly and monthly ACTIVITIES, which when performed consistently, will ensure that you achieve each daily, weekly and monthly OBJECTIVE

Example:

Daily objectives

• Create a new sales partnership with one of your Magnificent 50 Future customers (You closed a sale)
• This means that a spot opens up in your Magnificent 50 future customers
• Research  prospective customers, to see if they are part of my tribe
• Add the 1 future customer to my Magnificent 50 list
• Research new future customer and uncover, as much info as possible , about the organisation and the decision makers, influencers, gatekeepers, engineers, etc.
• Tailor a multi-channel communication strategy to support you to, create awareness with your new future customer
• I am sure that you get the idea

Daily activities

• As you have formed a new supply partnership, a vacancy has opened up on your Magnificent 50 future customer list. (Magnificent 50 Future customers, is your targeted list of perfect future customers, who are part of your TRIBE)
• To replace this future customer, with another perfect future customer, you will need to do the following:
• Research 20 prospects,to see if they meet all the criteria, required to become part of your TRIBE. (Perfect future customer)
  • From experience you know that on average, when you research 20 prospects, you identify one perfect future customer.
• Invest 60 minutes into research your new future customer.
  • Because you are focusing your energy on only a few perfect future customers, you have the time to invest into researching each one of your Magnificent 50 future customers thoroughly
• Create a plan of action to deploy your multi-channel communication strategy.
• I am sure that you get the idea

Create a schedule to carry out these crucial sales related activities, daily, weekly and monthly

• 15H30 – 16H30 – Research 20 future prospects (You are the least energised at the end of the day, therefore that is the time of day, you should use for research).
• 16H30 – 17H030 – Research new customer identified 17H00 – 18H00 (Note that I have scheduled these two functions at the end of my sales day).
• 17H30 – 18H30 Create your tailored Multi-Channel Communication strategy (Of course you could schedule these three, crucial sales activities from 13H30 -16H30 respectively, if you want to just coast through and not completely obliterate your sales target)
• I am sure that you get the idea

Use the example above, as a starting point and please describe, what are you going to do, to ensure that you schedule time to carry out all your crucial sales related activities?

Describe in detail how you plan to use the daily weekly and monthly objectives, that you set, to measure the effectiveness of your daily, weekly or monthly sales activities

• As you have seen, as we have developed our daily schedule, we broke our annual sales target back into daily, weekly and monthly targets
• We then explored each daily, weekly and monthly target and described what we believed, the outcomes or daily, weekly or monthly objectives were that when achieved would ensure that we smash our annual sales target (How do you eat an elephant? One bite at a time. to ensure that we achieved each objective).
• The objective we identified, were then converted into daily, weekly and monthly activities

As you know all progress requires change.

In other words, the progress we want is to achieve our daily, weekly and monthly objectives. In order to do this we take daily, weekly and monthly actions.

Next, we need to consider that not all change results in the progress we desire.

The actions, we identified may not be sufficient to achieve the objectives or outcomes we want.

We need to keep polishing and honing our actions, until they do achieve the daily, weekly and monthly sales objectives

The way we do this is we measure our daily, weekly and monthly activities, against the objectives we have set.

We keep modifying them, until we get the sales results we want. (Perfect daily, weekly and monthly activities)

Using the above example, as a starting point, please, describe in detail how you plan to use the daily weekly and monthly objectives, you set, to measure the effectiveness of your daily, weekly or monthly sales activities