The Sales Elephant

Sales are the lifeblood for most businesses, but they also cause anxiety for many contractors who worry, “Do we have enough work to keep us afloat?” or “Are sales happening fast enough?”

The solution to overcoming sales anxiety, may be found in the punch line from the old joke: How do you eat an elephant? One bite at a time!

If you have a plan for getting where you want to go, reaching your destination is so much easier! First, know what your revenue goals are for the year. From there, bite-sized sales goals can be set and accomplished by utilizing these three basic pieces of information:

  1. Have a specific revenue goal in mind. If you’re not sure what goal to set, use last year’s sales figure plus 10% is a good starting point.
  2. Know your average job size – this will help you set goals for number of jobs for the year.
  3. Calculate your average close rate by taking the dollar amount of jobs closed and dividing it by the dollar amount of jobs bid. This will let you know how much to bid in order to reach your sales goal. If you’ve never tracked this before, now is a good time to start!

Read the full article and find out the five secrets to meeting your income goals.

1 Comment

  1. Joe Fig

    Humans should avoid eating elephant, sales are always earned via a focus on what the customer really wants, needs, and can afford, first meeting is discovery only, no selling…….