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SpinDistribute.com Article Directory

The following article was published in our article directory on December 6, 2012.
Learn more about SpinDistribute Article Distribution System.

The 12 days of Sales - A Business Review

Article Category: Business

Author Name: Brian Lovell

It's hard to believe, but the holiday season is upon us. Black Friday and Cyber Monday have come and gone. Now for many in sales (retail excluded) this is one of the most difficult times of year to generate new opportunities let alone new sales. So what can we do to use this time to the best of our ability?
I have put together a list of things that great sales people will be doing this month to ensure that they are ready to make 2013 the best year it possibly can. As of today, there are 15 or 16 working days until Christmas. If you will dedicate 30 minutes each day for the next 15 days you will have a bulletproof plan to launch your sales in 2013.
Now, some of these may seem tedious and unimportant, but the more you know about your business, the better you will be able to adapt and change to continue to be at the top of your game.

Now for the 12-step sales improvement review:

1) Did you meet or exceed your goals from this year? Even more importantly, did you actually have goals this year?
2) Do you know what the average revenue per sale of new accounts was this year?
3) What was the average sales cycle for new accounts this year?
4) What was your best vertical market?
5) What was your least productive vertical market?
6) What activities generated the most new leads for you?
7) What activities generated the least new leads for you?
8) What was the source(s) of your best (most qualified) leads?
9) What was the source(s) of your worst (tire kickers/non-decision makers) leads?
10) What was the average cost of a new sale?
11) What was the average cost of a new lead?
12) Have you begun setting your goals for 2013?

Ok, so some of you have read this far and are saying yeah that sounds good, but I just don't know how to start. I want to make it simple for you. If you click on this link, you can download a spreadsheet that has been setup for you to answer these questions as easily as possible. Yes, you may have to do some digging through past files, but I assure you the next part of this is where the real money is.

The last step in this process is making sure you have set goals for 2013. It has been said and written countless times, but the most successful people have goals, and write them down. Even more importantly, they make these goals public to have others help keep them accountable. What good is having a goal of "attending 1 networking event per week" if you never tell anyone. Yes, you will know if you reached your goal or not, but having someone to push you when you don't want to do something is helpful. Not to mention the self-motivation that comes with knowing that if you don't do something, someone is going to give you grief about it.

Do yourself a favor. Print this page out, and put it on the wall next to your computer. Set your first goal now.

1. I will complete the 12 days of sales review!

Now, no excuses. Get the review done.

Keywords: sales review, lead generation, sales expert, small business

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