If you are in sales, you definitely need a plan of attack. This is a calculated and coordinated plan to dominate the market and reach your sales goals. And it doesn’t need to be complicated. In fact, if you are doing it right, it should be simple.
But here’s the thing: most businesses are doing this wrong. They plan for the entire year. This sort of annualized planning has become outdated.
I believe you should set a plan every 90-days. This plan should include daily accountability, weekly benchmarks, monthly evaluations, and quarterly assessments.
We can break it down into a science to drastically increase the probability of closing more deals.
These systems free you up to be a better sales professional, better significant other, a better friend, etc.
So how do you create a 90-Day Sales Plan?
Set a Dominant Sales Focus
A dominant sales focus is simply a production goal. This should be something that consumes you. It should drive the way you do business. And it should be your obsession.
How do I set a dominant focus number? Depends on where you are at in your career. If you are brand new, you can talk to someone who is a few years ahead of you in your career, or your sales manager. If you are more seasoned, you can really challenge yourself to increase your production number by 15-30% or more!
I start my dominant focus with an annualized production goal and work background from there.
For example, if I want to make $100k this year, you would need to sell 100 units at $1000 each. That’s 25 units every 90-days.
Here’s the deal, if you don’t track your sales, then you don’t know what your close ratio is.
But studies tell us that the average salesperson closes 25% of their leads. That means you need 4 times the amount of leads each month.
If you do the math, you would multiply the 25 units needed each month by 4, which would tell you that you need at least 100 leads each month.
And if you are really crazy, you can break this down to a daily lead goal. But you can truly break this down into a game.
I believe in the compound effect. If I didn’t have 3 leads that day before, then I need 6 leads the next day. And 9 leads the day after that.
Assess Your Activities
What got us here won’t get us there.
Most people want to go reach their full potential. They’re hungry, humble, and coachable.
What are you willing to sacrifice? What are you not willing to sacrifice?
Amateur vs. Professional Activities – paid vs unpaid.
Most people spend 80% of their time in low-value activities. I wanna help you flip that to spend 80% of your time in high value activities.
Amateur Things:
- Only working when inspired.
- Only doing things when you feel like it
- Only doing things when it’s convenient
True professionals do work when they don’t feel like it
Amateurs are poor at following up and following through. They text when they should call — that’s call reluctance. They don’t track their activities. They become over-emotional when things go wrong in the sales process. They have creative avoidance to do the things that need to be done.
Re-imagine Your Marketing
Motivated buyers use the first person they talk to 67% of the time.
“To attract other people, you must become attractive.” – Jim Rohn
“Don’t wish it were easier, wish you were better.” – Jim Rohn
Money changes hands when problems are solved.
People are going to go out an buy a service anyways, so it might as well be you.
If you truly believe in your heart that you are doing it for the right reason, and that you can help other people, then it is your duty and obligation to fight to earn the business.
Where do your leads currently come from?
What marketing activities are you consistently doing?
Are you spending too much time on your marketing?
Less than 5% of people follow a consistent selling system.
Execution Gap
We’re not short on ideas. We’re short on implementation.
