Measure your progress weekly, monthly, quarterly and yearly.
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For most people, the business year ends in December or March. How did you do last year? Did you make your quota? Hopefully you did. If not, take heart, it is a new year.
To go forward, you might need to look back. Let's look at how you make your revenue. At the end of the sales year, do you dissect your revenue streams? Does your revenue come from one, twenty, or two hundred accounts? There is no right number, but you can help your odds. To plan ways of increasing your accounts and measuring results this year, consider the past.
Consider the revenue of last year. You might just spot a trend in the making. One thing that sales people tend to do is chase a trend. This can be problematic. It is like standing in the sweater department in winter and feeling this must be the best product to sell year round. It is if you live at the North Pole, but seasons change and so do trends. Trends should last longer than one year. Be careful. Chasing a trend is tricky.
Reaching your quota from one source is fine, but if that is not the norm, why stress yourself and your manager? Being constant at adding leads from many different industries or departments lessens the odds of failure. Adding new accounts on a weekly basis is a good process, but it is just that-a process. This is something you have to commit to doing. When things are going great, it is easy to get off track. Adding fresh blood to your database is like saving money, it may not seem like much at first, but before you know, it you have created a wealth of leads and security.
Measure your progress weekly, monthly or quarterly. Tracking your new leads may spur you to believe in adding new accounts. Some years you may make your quota from a few accounts and some years it may take many accounts. No matter how you get there, it is the end game that is important. Make your quota! Remember that what gets measured gets done.
If you made your plan, goal, or quota last year, you are to be congratulated. If not, consider the past. Learn from history. Look at your success. Consider your failures. Plan accordingly. Happy Hunting!
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