Cracking 2013 Sales: 7 Quick-Start Hacks
Got a handful of free days over the break and want to turn them into a sales win‑machine for 2013? This guide gives you the low‑down in bite‑size chunks that even a sales rookie can swallow, sprinkle in a dash of humour, and leave you feeling ready to knock those targets out of the park.
Tip 1: Crunch Your Numbers
Before you can wow anyone you’ll need the hard facts first:
- Identify a realistic sales target – whether it comes straight from the boss or you’ve cooked it up yourself.
- Calculate average order value – grab last year’s revenue and divide it by the number of orders. That’s your “average” playground.
- Figure out how many orders you’ll need – a quick division of the target by the average will give you the order count you’ll have to hit.
No need to be a genius calculator; a rough estimate is better than none at all. You can always fine‑tune later.
Tip 2: Anticipate Existing Customer Spend
Now look backwards at what your loyal customers bought in 2012.
- Use 2012 spend as a baseline – if repeat business is your bread and butter, this gives a solid starting point.
- Don’t go wild on optimism or doom – keep your expectations close to the golden mean; it’ll save you from empty promises.
- Subtract this figure from your total goal – the remainder is what you’ll need to generate from fresh customers.
Tip 3: Separate Your New Business
Time to figure out the “fresh‑face” part of the plan.
- Calculate new client spend – pull 2012 data for each new customer and average it out.
- Find the new client count needed – target minus existing spend divided by that new‑client average.
- Keep adjusting as you learn – the numbers can shift, but you’ll get better with every tweak.
Tip 4: Map Your Activity
Numbers alone aren’t enough – you’ve got to turn them into action.
- Track the conversion ladder – from phone calls to meetings, meetings to quotes, quotes to closed deals.
- Set activity targets – e.g., “300 calls a month” or “10 quotes per week” to hit your revenue brick.
- Gauge your confidence level – the clearer the path, the easier the climb.
Tip 5: What’s Your ‘Stretch’?
Once you’re comfortable with the 100 % figure, it pays to aim higher.
- Re‑run the numbers at 120 %, 150 %, and 200 % – see what that extra push looks like.
- Escalate the activity accordingly – those higher targets might mean an extra handful of calls or follow‑ups.
- Celebrate the “sale‑lounge” of success – directors love the talk of “surpassing” goals.
Tip 6: Break Them Down
Gross targets can feel abstract. Break them into bite‑size daily, weekly, monthly, and quarterly chunks.
- Quarterly review – know what the big picture looks like at a glance.
- Monthly sprint – frame your goals in a 30‑day sprint.
- Weekly focus – think of a 7‑day “goal block.”
- Daily grind – set “today’s mission” to keep momentum steady.
When you slice the numbers, they bite a lot easier. The only shock you might hit is if you discover the workload slack increases, but that’s a good thing – you’ll have an early checkpoint to adjust.
Tip 7: Work on Yourself
Nothing beats a motivated, confident sales rep. Keep the engine revved up:
- Maintain a positive mindset – turn objections into opportunities.
- Re‑energise with self‑care – a quick walk or a coffee break can reset clarity.
- Track personal progress – see how each action feeds into the big picture.
Drop yourself into the 2013 groove early, and you’ll stay ahead of everyone else – because momentum matters.
Ready to crush 2013? Channel this plan, tweak it to fit your style, and watch your pipeline grow. Need a hand fine‑tuning your numbers or building a new prospect strategy? Drop me a line. Good luck, you’ve got this!