Earlier this spring we talked about the value of having a strategic plan for how you are going about managing your OOH book of business or in other words, your account list. Making sure to break down that account list into 4 strategic “buckets” each requiring distinct approaches to maximize growth.
As we are closing out a very strong 2023, we're actively engaging with our OOH clients, guiding them through comprehensive goal-setting exercises to position themselves for success in 2024. As sales professionals, understanding our driving force is crucial. What are we aiming to achieve personally? Clarity on meaningful personal goals allows us to chart a course for success – after all, one can't hit a target they don't have!
How many sales do I need to make next year? How many proposals will I need to make? How many initial meetings will I need to conduct? How many prospecting activities will I need to do? What prospecting activities should I be doing? To know that I am going to need to know what my close ratios are from one step in the selling process to the next. Have you tracked your close ratios throughout the sales process? If you are like most, you haven’t. However, there are industry standards and averages that we can at least get started with.
How many sales do I need to make next year? How many proposals will I need to make? How many initial meetings will I need to conduct? How many prospecting activities will I need to do? What prospecting activities should I be doing? To know that I am going to need to know what my close ratios are from one step in the selling process to the next. Have you tracked your close ratios throughout the sales process? If you are like most, you haven’t. However, there are industry standards and averages that we can at least get started with.
Does this sound complicated? It’s not really. Imagine applying a simplified methodology or system to ensure the realization of your personally significant goals. Would it be worth some additional thought and planning? Remember this…Decide what you want, build a plan, and you can bet on the outcome. It’s like money in the bank. But I don’t know, maybe that’s not important to you…or is it?
___
Need help with sales skills or coaching to take your out of home company to the next level. Learn more about OOH Sales Mastery at oohmastery.com or Contact Dan Nausley at dan.nausley@sandler.com, 423.702.5579.
Lisa & Dan Nausley of Sandler Chattanooga have developed the OOH Sales Mastery Program after more than a decade of training/coaching scores of OOH Operators across the country in sales, leadership, and executive coaching.
