A key aspect of effective marketing has to include effective sales. While sales is another complicated topic, it’s incredibly important to provide sales accountability in order to track its effectiveness. One way to do so is to create a sales scorecard—a list of sales activities that any sales person can execute and get points when tasks are completed. Developing a scorecard will allow your team to stay accountable as well as develop a more rounded sales approach. Plus, everyone will be working together to push forth a strong brand presence in the marketplace.
How do you get started? We suggest listing out sales activities that are the most effective to your organization and assign points for each activity. One activity may be worth significantly more points than another, some may take more work, and some may have more importance.
Here are a few suggestions that you can add to your sales scorecard.
- Phone calls
- Sending emails
- Sending letters
- Setting up face-to-face meetings
- Visiting a client
- Visiting a prospect
- Sending promotional items or gifts
- Meeting a possible referral partner
- Meeting with your circle of influence
- Attending a networking event
- Speaking at an event
And so on. These are just a small sample of sales activities you can add to your organization’s scorecard. We recommend using an Excel spreadsheet to organize these tactics, attribute points to each tactic, and calculate your score totals.
And always remember….