Here’s a very simple tip to keep a laser like focus on your B2B sales target numbers.
As of February 1st 2022, you’ve got 231 selling days left until the end of the year.
If you (or your team) overachieved in January, your daily run rate required to hit your annual target will have decreased, if you missed in January, your daily run rate requirement has gone up.
Divide the amount of business you need to write over the next 11 months (to hit your target) by the number of selling days left in the year
Do it at close of business everyday and you’ll know exactly what your required daily run rate is at the beginning of the next sales day.
This approach will benefit your proactive sales planning and let your stakeholders know that you know your numbers better than anyone else.
This is a great discipline for individuals, but it’s especially effective if you’re leading a sales team.
It will also stop knee jerk reactions to sales days, weeks or months that are either hugely brilliant or absolute disasters, because you’ll immediately understand their impact on your progress to your full year target.
Know your numbers, for they shall set you free (one way or the other)