Have you ever wondered why your sales fluctuate each month and you simply can’t predict what the next month going to be like? It’s one of the biggest frustrations in business. One month you’re busier than you’ve ever been, and the next month you’re wondering if you’ll make payroll. Why is it that so many businesses ride the “feast or famine” rollercoaster?
The reasons why your sales fluctuate each month are either external or internal. Externally imposed sales fluctuations are driven by factors outside your direct control, such as weather, while internally imposed fluctuate due to the owner’s focus of attention.
Use this simple but powerful forward-looking sales tool to be able to predict fairly accurately how much business is coming your way in the upcoming months:
1. Track the number and value of all your warm leads or sales quotes
2. Estimate a closing date for each potential sale
3. Compare those numbers to actual sales
You will be surprised to learn how many of your prospects are likely to turn into clients and if you don’t have enough of them, you can still do something about it before it’s too late…