I’ve heard it said, one of the secrets of successful salespeople is they know how to keep track of their numbers. Top sales people can tell you
• how many prospects they’ve contacted in the last 30 days
• how many of those people purchased
• how much they sold
• how much profit they made
• which customers were first time buyers
• which were repeat customers
What do you track in your business? Here are 5 top areas I think are essential to track in a Direct Sales Business
1. Track the number of parties you hold each month. The party is your business model. It’s your consistent store hours. Track how many times a month you’re showing your product in front of 6-8 women. 10 parties a month builds a successful direct sales business.
2. Track sales from each party. When you record your sales from each party held, you determine what went right with high sales and what you need to do differently with low sales. You determine which part of your party needs your attention. Maybe it’s connecting with your hostess, or asking for the add-on sale, or simply listening more to the needs of your guests.
3. Track bookings from every party. Relying on your future income is predicated on your future bookings. Track each party over the past 6 months and how many bookings came from each party. If you’re connecting with your hostess and planting booking seeds and using my 4-week Rolling Calendar Strategy, then your records should reflect two or more bookings from every party.
4. Track your client base. Remember when you began your direct sales business you started with a list of 30 people and you grew that list. Do you know how many customers are in your client base? How do you stay in touch? How many customers are hostesses? How many repeat customers? How many are one-time customers only? How many times did a customer order in one year? What is your average customer order? All the answers will tell you if you’re losing customers and how many new customers you need to bring in every month to increase your revenues.
5. Track your business recruiting prospects. How many times do you share your opportunity? The amount of times you share your opportunity every week determines your commitment to building a team. Want to build a strong team? Hold the same number of recruiting appointments as you hold parties each week.
Successful salespeople know their numbers. In my 2012 PLANNER WORKBOOK, (pictured above.) there’s a place to track each one of these areas. Order it here.
This is a great time of year to look back and track your sales, your bookings and your recruiting appointments.
Are you tracking?
