Today we’re talking about making sure your sales taking off. What does that really mean? I’m sure you have taken an airplane ride, and as you know I am a pilot, and I love to fly. If you remember the last time that your plane took off, you were probably sitting at the end of the runway, the engines go full thrust, and you start to rumble down the runway, and at some point, you start to take off. (That’s called the rotation by the way).
All the while, in the cockpit, the captain and the first officer are going through all of their checklists to make sure everything is working correctly.
They look at all of the instruments, they make sure everything’s in the green. They make sure that the airspeed is alive, so that when they rotate the plane goes up. If anything is not normal they abort the take-off. Usually, that never happens, but every once in a while you just never know. That’s why we do these checks.
It is the same in business and definitely in sales. You need to be making those checks before you go up and away, and you put all of your power into it. So some of those checks are, do you have a sales presentation already created? Is it telling a story, a compelling story, to make sure that the prospect will convert at the end of the conversation? Whether it’s just one prospect, or maybe you’re talking to a full room. And are you talking to the right people?
When you’re checking all of those instruments you can be assured that when you take off everything is going to be just fine. So, are you keeping track of lifetime value of your customer? Are you keeping track of the number of people that are available to you? The leads that you have coming into the business? All of those little metrics that I talked about in the last video, are you keeping track of those consistently and visibly?
Because, if you’re not it’s going to be very difficult for you to scale your business and find out where you need to actually work, and that’s one of the first things that I look at when I’m working with a private client. What are the metrics they are tracking… and if not we start tracking some basics. Here is a list of some you should definitely be tracking:
- Number of Leads
- Number of Leads Asking for a Sales Conversation
- Number of Sales Conversations
- Number of Sales
- Average Transaction Size
If you’re not tracking these basic metrics, start doing it now, then you can start to diagnose where you need to improve. That is when your sales will really take off!
I would love to chat with you about your business. You can always schedule a strategy call at www.TomJackobs.com/strategy and we can talk about your business in more detail.
