Look Forward and Backward in Sales Opportunity

When it comes to understanding your sales activity and opportunity you can learn a lot from looking back in sales history and forward in market potential.  That then gives you the fuller picture of activity in your industry.

Let’s face facts; things do change.  Your clients will have pressures, the economy will be fluctuating and the margins on your sales activity will vary.  If prices can’t change, your margins are likely to.  Constant tracking is required to stay ahead of the wave of sales and client opportunity.

Here are some tips to help you gather all the facts from the market:

  1. Define any problems that your clients could be suffering.  Common problems are opportunities in disguise.
  2. Look into problem specific data to see what the impact may be on sales currently.  A problem in any industry or market is likely to be the result of a number of things.
  3. Survey your clients to see and understand their industry and hurdles that they are struggling with.
  4. Identify what your competitors may be doing currently with their market share and their top clients.
  5. Find out what fellow salespeople may be experiencing with their clients and sales or orders.
  6. Understand any economic pressures that may be applying from the global and regional economy.
  7. Review the government pressures and legislation that may have relevance to your clients and their margins or operating standards.
  8. Are there any changes to consumer sentiment and if so how will that impact your industry and clients?

Top salespeople generally track and measure many factors from their area and industry.  The history of sales and assumptions for the future can be very valuable as you seek to set your new marketing plans and territory targets.