264: Our Personal Sales KPIs

<p>In this episode we will look at KPIs or Key Performance Indicators.  These are activities which when carried out effectively lead to revenue results.  There are also behavioural aspects to KPIs which are important and shouldn’t be neglected.  Everyone has their own business area, so the construct of the KPIs will vary across industries and sectors.  What are they for you? </p> <p> </p> <p>Has your company already defined them for you and you were given them when you came on board?  If we haven’t been given KPIs already, then we can create them for ourselves.  They provide good markers to know what we are doing and what we should be doing.</p> <p> </p> <p>First of all, we have to recognize that we cannot do everything, but we can do the most important things in our sales activity.  So let’s start thinking about what are the highest priority items we need to be doing, to boost our sales.</p> <p> </p> <p>These could include things like the following:</p> <p> </p> <p>How many qualified leads do I have to work with each week?</p> <p>How many calls to clients do I need to make each week?</p> <p>How many of these calls are leading to appointments?</p> <p>How many of these appointments lead directly to agreed deals?</p> <p>How much am I selling on average per appointment gained?</p> <p>How many of my buyers become repeat buyers?</p> <p> </p> <p>We can be setting our own targets for the ratios between each step.  It is a good practice to break big revenue targets down to activities, which upon completion will get us to the target. For example, if I have 100 leads to follow up, how many calls do I actually need to get through to the buyer?  We can have a long list of numbers to call, but they are not answering, we get a message service, the gate keeper faithfully promises they will pass on the message so that they will call back, as they gracefully slide it straight into the bin. Of the small number of calls which get through to the buyer, how many leads do I need to get an appointment?   Talking to the buyer and gettin