By Debbie Colangelo
Before you set out to take any trip, there are three things you must know: where you are, where you want to go, and how you’re going to get there. These 5 steps will help you determine your current sales location, your sales destination and your mode of transportation:
Step 1: Revenue Analysis
Consider this your itinerary. This is where you are going to determine where you are and where you want to go…numerically speaking. Through this analysis, you will determine where revenues were last year, perhaps even the year before, and where you are currently. Then you need to decide on a number as to where you want to be by the end of your sales cycle…maybe even a goal for the cycle after that. But it must make sense…no blue-skying here. Determine what your average sale is, in dollar volume and how many sales took place and determine logical, not necessarily lofty, goals for both.
Step 2: Your Map
In order to go on a trip, we’re going to need a map. The only difference here is you’re going to make your map. This is where you outline a plan that will highlight your areas of focus that will provide for your revenue goals.
Step 3: The Street View
Now that you’ve got your highways, you need to detail your map. Expand on those outlined ideas to determine exactly which routes you’ll be traveling to get you to your destination the quickest. High Sales MPG is our goal…we’re not taking the scenic route!
Step 4: Mode of Transportation
Now…with your map in hand, under each outlined item, specify the action you need to take to get there…your mode of transportation.
Step 5: Daily Schedule
Finally! Today’s the day! After lots of necessary planning (like any great journey requires)…it’s time to depart! This is where you’re going to WRITE DOWN exactly what you plan on doing each and every day of your trip. You’ll want to be specific, so nothing gets left out. As you know, once you start to stray, you’ll take longer to get to your destination…and even chance getting lost!
Stay the course! Strategic and detailed planning will make every sales journey a fun, successful and economical one.
Debbie Colangelo is President and Publisher of CRE-sources, a commercial real estate marketing and advertising company. To obtain more information on the complete Optimizing Sales MPG ™ program, contact her at dcolangelo@cre-sources.com.
