100 ways to improve your sales success
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sales plan begin by defining your objectives. What do you want to achieve over a defined period. Write your objectives down and make sure they are SMART
35. Remember the Pareto Principle. 80% of our business comes from 20% of our customer base. Focus first on existing business. How to keep it and grow it. Most lost business happens as a result of neglect. Build into your plan a strategy for your existing customers
36. Key ratios are another issue. This is about using historical data to plan forward. Measure everything. If your target is to book 5 appointments and you know that, historically, you have had to make an average of 6 telephone calls to get an appointment in the past, you need to prepare 30 prospects. The ratios don’t always work every time, but do work over time
37. Top salespeople measure everything. If it
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