Know Your Numbers and Make More Sales

Selling is both an art and a science.  Not only do you need to master your own mindset and know what motivates your ideal clients to do business with you, but you also need to know your numbers. Numbers

Do you know how many people you need to share your message with in order to generate enough sales conversations with prospects that actually turn into paying clients?

In order to reach your sales goals, you need to know how much revenue you would like to generate within a specific time frame and the specific number of income generating actions you need to take to get you there. It  may sound simple, but I have met countless women entrepreneurs who don’t know their numbers when it comes to sales. If you don’t consider yourself a sales professional, it may not have occured to you either.

If you don’t know your closing ratio or conversion rate, it is difficult to figure out what you should be doing each day to reach your income goals. I’ve seen many entrepreneurs who didn’t meet their sales goals, not because they had low conversion rates, but because they simply didn’t generate enough leads or speak to enough prospective clients.

Over the next month, track each and every new lead, follow-up call, sales conversation and sale that you make.

At the end of the month, add up the following:

  1. How many new leads you add to your database
  2. How many contacts it takes for a lead to schedule a consultation or initial conversation with you
  3. How many sales conversations it takes to make a sale

After you have mastered the enrollment conversation and know exactly how many people you need to share your message with and engage in a conversation, sales really does become a numbers game.  Once you know your numbers, you can also work on improving them, but, first you need to know what your numbers are.

If you haven’t taken a look at your numbers lately, I invite you to track them this month.  Getting really clear on your numbers will help manage your time better and increase your sales.  Anyting that increases my productivity and my profitability is a win-win in my boo, how about you? I’d love to hear your thoughts so please leave a comment below.

Do you need help getting more sales and serving more people? Click here to sign up for your Complimentary Profits and Impact Session.

 

About Tiffany deSilva

Tiffany deSilva is the founder, CEO, and visionary leader of BrightFire Women’s Business Network, LLC.

BrightFire Women’s Business Network is the premiere sales training and coaching resource for service-based women entrepreneurs who want to increase their sales, serve more people, and change more lives.

Feedback & Comments:

  1. This is one thing I feel like very few business owners do, and most could learn a lot from tracking. Good information and the best way to learn what is working and not working.

  2. Tiffany – I’m laughing as I read this because I am remembering back to an event I was at a year or two ago. They had us do an step-by-step math exercise during the event where we calculated exactly how many MORE people we needed to speak to each week to reach our income goals.

    Brian and I did the exercise and our final figure was 0.4. We were so confused. We thought we had done it wrong … we redid the exercise multiple times and always had the same result.

    Then it dawned on us, that’s it! That’s how simple it was going to be for us to reach our revenue goals … when we actually sat down and did the match, instead of keeping it in our head it became very clear just now doable our goal was … and just how much we needed to raise our goals!

    I love that you often blog about different aspects of the sales process and help your readers get more clear about their sales goals and how to achieve them! Thanks!

  3. Tiffany, can I just reiterate what Jennifer said? I agree that your sales advice is always insightful. Thank you for the excellent tips and the reminder to look at the numbers!

  4. I hae all ways heard that it is a numbers game and this is a good way to keep track of them and know how many yo really need.

  5. Understanding the numbers is the best way to get clarity about setting your sales goals and how you’re going to meet them. And the tracking exercise is exactly what’s needed if you don’t know your conversions. Great advice!

  6. If you do not know where you are, how will you get to where you want to go?
    Agree, track and measure and know your numbers.

  7. I want to say “math the necessary evil” but when I read Jennifer’s comment it could also be the bearer of good news. It’s hard to convince a creative to “get down with numbers” but you have done it Tiffany :-)

  8. Simple yet profound: In order to reach your sales goals, you need to know how much revenue you would like to generate within a specific time frame and the specific number of income generating actions you need to take to get you there!

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