Below are examples monthly objectives, when prospecting. Your organisation and industry may have different monthly objectives to the ones listed below. Use the examples that follow as a guideline only.
Conduct a monthly SWOT analysis to ensure that your approach to the market is still relevant.
What positive or negative changes both internally and externally, will affect the way you are planning to prospect that month?
Identify at least one “HUGE” customer to prospect that month.
What are you planning to do that month to start canvasing that prospect?
What sales resources do you need to help you to get a meeting with this prospect?
Who can help you to make contact with this prospect?
How will you get this person to support you?
What human resource from your organisation can support you?
Attend at least one targeted networking event a month.
Calculate the velocity of each deal through your sales pipeline to try to discover innovative ways to improve the velocity of deals, going forward
Examine your sales ratios from the previous month to see if they have changed.
Use your sales ratios to calculate how many future customers you require at each stage in your sales pipeline, to ensure that you meet your sales quotas, going forward
Examine sales pipeline monthly to ensure that you have sufficient future customers (prospects) at each stage of your sales pipeline, to ensure that you achieve your monthly sales quota. – 6 Credit applications/month
Research and uncover sufficient prospects each month to support you to fill your sales pipeline with sufficient prospects.
How many proposals do you need to deliver each month to ensure that you achieve your sales quota?
6 Credit applications – New customers
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