I’m a big fan of tracking performance metrics, in-depth and granular. I’m talking about much more than just tracking sales leads, appointments and opportunities however. I monitor actual daily activity that rewarded a salesperson with sales leads in the first place. Where did the lead come from? What activity was performed to get that lead? Are the sales leads quality? I want to know what is working to produce qualified leads. Here’s why.
I currently sell into an industry that has been hard hit with Covid-19 pandemic challenges. Everything is on “hold” with a focused mindset on safety, employee retention and market decline. My guess is this is a familiar tune in most of your markets as well.
In today’s market environment it’s more important than ever that we get in front of potential customers. If you track your activity you know that you’re having to increase prospecting two to three times the amount normal to be successful. There is so much fear, uncertainty and doubt that it’s difficult for any business to easily make a purchase decision. On top of that… the businesses that are forging ahead are being inundated with solicitations through the phone (cold calling) and email of which they normally respond “not now”. What can you do different than everyone else?
While I never profess to offer a “silver bullet” for winning more deals… developing a remarkable message actually comes close. Let’s face it… products and service offerings all start to look alike and my guess is yours, and your sales pitch, is no exception. Why would a customer pick you and your offering over another? Price? While most customers will tell you price is their driving reason my experience has been it’s always more than just that.
