Ezekiel is a Graduate of Business Administration and Management with…
Today, we shall be discussing how to break down the sales target.
As we know, the sales profession is one of the easiest disciplines to appraise!- the numbers are clear!
A target is given to every salesperson for one reason- ACHIEVEMENT!
Salespeople fall into the temptation of immediately RUNNING with their numbers without proper planning.
Sales planning is required to unbundle the assigned target in order to understand what needs to be done, how what needs to be done should be done when the activities must be done and support required per activity.
Asking these sets of questions help to unbundle your target.
As an example, an enterprise salesperson has a quarterly target of N10,000,000.
What do I have to sell? List your product portfolio. Salespeople need to have clarity as to all available product/solutions available for sale.
What is the average selling price of each of the product/solution? The knowledge of how much would accrue per sale on the average is key to knowing how to focus your sales effort and time.
What’s my target market(s)? Who are those my solutions MIGHT appeal to? With the understanding of my product/solutions, what type of needs of identified prospects will be met? The type of benefit that accrues to the prospect can help lead you to the prospect with an understanding of what type of needs they might have.
Where is my target market(s)? Once you understand the benefit that comes from your solution and the type of customers or industry that should benefit from it, you then need to know where these prospects can be found.
How can I find/gain access to my target market(s)? Some prospects can be reached via social media platforms like LinkedIn. Others require you to find them physically and make an attempt to know key decision-makers or those responsible for making a buying decision or user department in the organisation. You need to find them!
What is my conversion rate? i.e what percentage of engaged prospects are converted to sales? If you need to close five new deals, how many should you target? Your hit rate or conversion rate must be known on the average. It helps your pipeline management.
What is my proficiency level per product/solution? The more you know about a solution, the more you are willing to pitch and sell it. Knowledge helps confidence. Confidence is a key weapon in the battlefield of sales.
What do I need to bridge my knowledge gap? Training, joint visit, certification, coaching etc. These are some of the ways to bridge your knowledge gap.
What other support do I need to close more sales? Identify other things that position you for faster sale closure and conversion
The questions can be endless.
The more you can populate and answer these questions, the closer you are to getting very prepared for a positive sales outing for the period.
Sales is a consequence of the RIGHT Activities.
See you some other time.
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Ezekiel is a Graduate of Business Administration and Management with a Post Graduate Certificate in Business Administration and Management from the University of Wales, UK. An Associate Member of the Nigerian Institute of Management (Chartered) Currently, Head of Region (Lagos and Core West), Enterprise Business, MTN Nigeria Plc (Lagos, Ogun, Ondo, Oyo, Osun, Ekiti, Kwara & Edo States) Ezekiel joined MTN Nigeria in October 2002 as Inventory Controller in the Sales & Distribution Division. In January 2005, he moved to Benin as the Customer Consultant (Area Manager in charge of Edo state) where he was responsible for last-mile product distribution and brand visibility in Edo State. In September 2007, Ezekiel was promoted to the position of Distributor Accounts Executive and moved to Lagos where he was responsible for managing MTN Trade Partners with a monthly sales of N6billion. In October 2008, Ezekiel was sent on an assignment as acting Retail Channel Manager where he launched the Retailer Engagement Platform known as Bizlift for the Sales & Distribution Division of MTN Nigeria. He was promoted Regional Sales Manager by June 2011. In 2015, Ezekiel was promoted to lead the Small Medium Enterprise Sales Unit of the Enterprise Business Division of MTN Nigeria where he was responsible for the management of sales of MTN Business Solutions into the SME Segment. He pioneered the discussion around the possibility of Tracking Cattle and Livestock in Nigeria using Technology– this solution was launched by MTN in 2016. With over 16 years of sales experience spanning Trade Marketing, New Customer Acquisition, Mobile Money, Data, Enterprise sales and general sales management. Ezekiel has worked on various paradigm-shifting projects including Project DI-ARD (Devices, Intelligence, Acquisition, Ranging & Distribution). He was also responsible for the data cleansing Project in 2014 where he led 2,000 agents to update over 50million customer data. Ezekiel was awarded the MTN CEO Yello Manager Award for Sales & Distribution Division in 2012 and an approved MTN Mentor. With a passion for complex problem resolution and training in strategy formulation and new product development from Manchester Business School UK and Lagos Business School. Ezekiel loves cooking, football and is happily married and blessed with two boys.