| Keeping track of your selling results will help you | | | | patterns and areas of the sales process that |
| to pin point your problem areas and identify the | | | | need work. For example, are you making your |
| key obstacles to your selling success. But how | | | | cold calls at the right time of day? Are you |
| can you track your results in order to get the | | | | effectively handling the gatekeeper? Are you |
| important feedback you need? | | | | calling a qualified list? Are you building sufficient |
| 4 sales tips for tracking sales call results | | | | interest? What are you doing right on the leads |
| 1) Keep track of the number of sales calls you | | | | you do get? |
| make. - Have a sheet of paper in which you keep | | | | What about your presentations or sales calls? |
| count of your cold calls, follow-up calls, | | | | What happened on each call? Did you close the |
| presentations, etc. You don't have to be fancy | | | | sale? Did you lose the sale because the person |
| here, just mark them down so you know what | | | | got cold feet or didn't qualify for financing? Did |
| your numbers are at the end of the day. | | | | you get an objection you couldn't overcome and |
| 2) Keep track of what happens on each call. - For | | | | you have to return? |
| example, if you made ten cold calls, perhaps two | | | | What does that information tell you? Did you not |
| weren't there, two you didn't get in to see, two | | | | build enough urgency? Was the person not really |
| weren't qualified, two weren't interested, and you | | | | an interested lead? Did you fail to properly qualify |
| got two leads. | | | | the prospect? What are you doing right and what |
| 3) Get some reasons behind the numbers. - When | | | | do you need to work on? |
| will the two people be there? Why didn't you get | | | | Save these numbers in a log book so you can |
| in to see the two prospects? Why didn't the two | | | | come back to them later to review and look for |
| qualify? Why weren't the two interested? Why | | | | trends. This will give you some ideas as to what |
| were the two leads you did get interested? | | | | you need to improve in order to make more |
| 4) Analyze the information. - From the above | | | | sales. |
| pieces of information, you will start to recognize | | | | |