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Knowing Your Water Tank Numbers

Tue 03 Jun 2008 - 09:33

Knowing Your Water Tank Numbers
By [http://ezinearticles.com/?expert=Sanky_Nayak]Sanky Nayak

Any yet, it's a rewarding occupation worth getting good at. Sales people make huge commissions sometimes 3 times more than a month's wage of a regular employee. The problem comes from the different selling skill levels we fall into and the education we have about selling. We often equate good salesmanship as an inborn gift, a natural talent available to only a few. And instead of a practicing and sharpening what skill we have in selling, we focus on our uncertainties about it. We fail to see the growing process it takes in becoming better at it. We fail to see the work in becoming good at it. And for some, the process of getting good at it has become a game of trial and error of penniless activities.

It's all about knowing the numbers! Sad but many are clueless and ignorant of their professional numbers. Here are 3 steps to help you know and understand them.

Step 1 is to make a plan that will make you successful. Set an overall goal. What do you want to accomplish? Is it monetary? How much are you aiming? Are you part of a team who have several sales goals and aim to capture a certain number of sales maybe quarterly or annually? Maybe it's a promotion that you been after and a number of sales will seal the deal to that managerial position. Well whatever that goal is, the first step to do is to convert that goal to its equivalent number of sales. Start with a yearly target then narrow it down to monthly sales targets.

Step 2 is to calculate the amount of workload you need to accomplish this monthly target. Then break these into smaller weekly and daily activities.

1. How many water tanks to I need to sell for me to reach my goal?
Do your math and know your first important number. Let's say for every water tank you sell you make a 5% commission. Let's say that's about $500 for every $10,000 sale. If you goal is to make $2,000 so you become the top sales person, a month that means you have to sell 4 units a month.

2. How many sales presentations do I have to make to create the sale of one water tank?
Your next math will be to know how many sales presentations you need to do to make one sale. Let's say you are totally bad at it and it takes you 10 presentations to make 1 sale. So to meet your goal that month you would need to do 40 presentations to sell 4 units of water tanks.

3. How many telephone calls do I have to make to set a sales presentation?
Your next math is to identify how may phone calls it takes to set one appointment. If it takes you 5 calls to make an appointment, so you'll need to do 200 calls that month to set up 40 presentations to make 4 sales predictably.

4. How many prospects do I need to have so I can make phone calls?
From the example above, you need 200 leads this month to create 4 sales. To maintain your goal monthly, you have to figure out a way to find a 200 new leads this month which you will work on the following month. This means 10 new names a day if you work only for 20 days a month.

5. What daily activities do I have to do regularly to achieve my goal?
Let's convert this numbers to daily work. From the numbers above, you need 10 fresh names a day for your list next month. Assuming you have 200 leads to work with this month already and you need 40 presentations to do to make 4 sales, if you work only 20 days a month - you could do 2 presentations a day minimum. To set 2 appointments, you would need to make a minimum of 10 calls daily. If it takes an hour and half to finish 1 presentation and it takes you 5 minutes to make 1 phone call to set an appointment, you'll need at least 4 hours a day to accomplish this.

Final step is to measure your results. Chart your numbers and activities, this way you can improve your numbers and determine if you have the right numbers which will give you the right combination to success. Remember, sales come from consistent methodical daily practices. Don't fool yourself when you say that you want to sell water tanks when you are not talking to the right number of people you need to create the sale. Know your water tank numbers!

For more water tank related information, please visit to http://www.grumpyb.com.au/watertanks.html

Article Source: http://EzineArticles.com/?expert=Sanky_Nayak http://EzineArticles.com/?Knowing-Your-Water-Tank-Numbers&id=1186935


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