Will You Hit Your Sales Goals? Create Your Ideal Sales Day So You Can Dominate Your Goals.
The following is adapted from Raise Your Standards.
Most salespeople prefer to live in a mushy cloud of bullshit. Sure, they talk a big game. They say they want a nice new car and a big house, but have they done the work to make it happen? Nope. And why is that?
Because they don’t know the specific action steps they need to take to increase their income. They see their commission structure and the amount of activity needed to hit their goals as a secret code that can’t be deciphered.
Funnel math puts an end to all that mystery. Funnel math is a simple concept in sales where you can reverse engineer your goal and your daily activity plan. In other words, it’s the activity you need to do to earn the money you want.
Getting clear on funnel math will also bring clarity and focus to your day, goals, and career. You won’t have to worry about all of the extraneous stuff that always stresses you out. You just focus on my funnel math, adjust when necessary, and plow ahead towards your goal. Here’s how to make funnel math work for you.
Let’s say you want to make $100,000/year and you get a 5 percent commission on all sales on top of your $40,000 base. Your company’s average sale is $25,000.
For each average sale of $25k, with a 5 percent commission, you will earn $1,250. You want to make $100K, which leaves $60K to earn in commission (on top of your $40K base).
So, to understand how many sales you’ll need to make in the year, you take $60K divided by $1,250. You will need to make 48 sales in the year or about one a week.
Now, take it one step further and really examine how many calls will this take. How many demos need to be scheduled? Think about your input on these daily activities to get the annual output you want.
Use funnel math as a thermometer to keep track of your progress. This prep work provides needed clarity so that you always know where you are versus your big goals! It’s that simple.
“But I don’t have time to do all that stuff to make the funnel math work!” you cry. “I have emails to answer and social media connections to make. I’m busy!”
Guess what. You’re busy because you haven’t prioritized your activities. You’re focused on “urgent” tasks that you think you need to do now, instead of the important tasks that help you reach your goals. This is the “mushy cloud of bullshit” we talked about earlier.
If you keep a time log for a week, you’ll realize how much time you waste getting coffee, chatting on Facebook, and pursuing prospects who will never help you hit your numbers.
If your battle cry is “I don’t have time,” think again. You need to restructure your workday following the Ideal Day model.
Your ideal day should go something like this:
- 8:00 am Coffee and greetings
- 8:10 am Review day’s tasks
- 8:30 am Power Hour (see below)
- 9:30 am Emails for 60 minutes max
- 10:30 am Core client work
- 12:00 pm Lunch break
- 1:00 pm Same as 10:30 am
- 2:00 pm Afternoon email
- 2:30 pm Knowledge building
- 3:00 pm Prospect research
- 5:00 pm Go home
You’ll notice you’re not checking your email every time your inbox pings (get rid of that notification!). You’re not socializing with coworkers from the time you arrive until mid-morning.
You can tailor this day to suit the specifics of your sales job, such as if you’re on the road, but the key concept is you’re not engaging in busy work that looks like productivity but isn’t. You’re sticking to a schedule and only doing those things that propel your business forward.
The Power Hour forces salespeople and leadership to focus for sixty minutes a day on their most important tasks. No emails, no follow-up calls, no chit chat, no bathroom breaks, no instant messaging—only diving into your top priorities that will move the needle on your sales goals.
Email addicts typically hate this process… for about three days. Then, they realize how beneficial it is for their business, and they want to make it a habit. Some sales pros love it so much that they adopt a morning and an afternoon power hour. And once you see your numbers improving—the irrefutable proof of success—you’ll never go back to your disorganized excuse for a schedule again.
Both successful salespeople and unsuccessful salespeople all dislike doing the hard things it takes to make sales easy and to be successful. The difference between the two is that the successful salesperson will still complete the things they dislike. The unsuccessful salesperson will skip them in favor of something easier.
Either you control your day, or the day controls you. Either you wait for some magic to happen, or you take the specific actions you need with funnel math in order to hit your sales goals. The choice is yours. Get off the hamster wheel of distraction, raise your standards, and own your day.
For more advice on funnel math and improved productivity, you can find Raise Your Standards on Amazon.
Mark Evans might be the most enthusiastic person you’ll ever meet. His love of sales, life, and the game of business is infectious. He believes that at its very core, sales doesn’t have to be manipulative or sleazy. In fact, Mark believes it’s the greatest job in the world. He’s helped companies and individuals reach the seven-figure sales mark and beyond. At markpatrickevans.com, Mark writes about the new way of selling, and sales leadership.