The Numbers Don't Lie

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Throughout years of sales training, one of the things I’ve learned from highly successful business people is the value of having up-to-date and accurate numbers on a daily, weekly, monthly, quarterly and annual basis.  What kind of numbers am I speaking of?  Let’s start with some of the basics in business. 

Pricing:  Is your equipment, material and/or product pricing up to date?  In order to provide an accurate estimate and contract, you have to have accurate pricing to start.   

Hours:  Is every sales person properly trained on accurate use of hours and time?  Does every sales person understand and know what the company’s gross margins and net profitability numbers need to be?  

Sales Board Numbers:  Sales volume, number of sales leads, type of lead (referrals, repeat customers, etc.), number of sales visits/calls, number of jobs quoted – when your sales team’s numbers are current, accurate and displayed on a sales goal board, you can successfully manage their progress toward their goal.

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When you are aware of these basic numbers on a regular basis, you can successfully manage your sales team toward achieving their sales goals.  Suppose you notice that the sales volume numbers from one particular sales rep. are low when compared to the rest of the team.  Are the leads run numbers low?  Have enough jobs been quoted that week?  Are too many sales calls being reset for a second visit?  What type of leads are being run more often (advertised, referrals, repeat customers, etc.)?

Keeping these numbers current, reviewing them with your sales team, department heads and/or field staff on a regular basis is crucial.  Unless you’re a sole proprietorship, you need to keep your team as focused on the numbers as you are.   Reviewing the numbers from prior and current years will help you make good decisions when creating an action plan for your weekly, monthly, quarterly and annual goals.

 The numbers that help you set these goals become your barometer on a daily basis and help you make critical decisions during the course of your day.  Use those numbers to set your business goals and also manage your goals for success.  The numbers don’t lie!