Posted by: JC Gatlin | March 6, 2011

Set your Appointment Goal and your sales will follow

Lean Sales means keeps it simple; break an overwhelming task down into its simplest components. And what can seem more daunting than meeting your sales budget each month?

If you’re budgeted to sell two homes per month, let’s simplify: you need to sell one home in the next two weeks. Simpler? Yes. But even that can feel like an insurmountable challenge. So let’s break it down further and set a goal that you know without fail you can achieve, and will result in selling a home.

Set an Appointment Goal for the next two weeks. 

So how many appointments do you need to set to sell one home? 10? 15? 20? 40? This is critical to answer. If you don’t know your sales formula (X appointments = 1 sale), then it’s pretty clear why you’re not doing as well as you could be doing: You haven’t identified your potential.

So, let’s say you need 20 appointments by the 15th. Now you know what you’re trying to achieve. But how do you get there? Well, keep working the sales formula. To have 20 appointments by the 15th, you need to set 2 appointments per day, which gives you a number to aim for. You know, every day, what you are trying to achieve. You’ve got a formula.

Set 2 appointments per day for the next two weeks = 20 appointments by the 15th = 1 home sale.

Here’s the tough part: You’ve got to commit 100% to your plan. If that means setting two model home appointments per day, then set two model home appointments per day. If it takes two phone calls, great. If it takes until 7 p.m., then that’s what it takes. But, one phone call at a time, you’ll build a succession of appointments that will allow you to achieve your sales budget.

© March 2011 Homebuilding Partners, Inc.   twitter-logo

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Responses

  1. That’s a great example.

    I think what’s important is understanding this is a goal, not the end target. When we start turning these things into targets and measuring people against them, then we get the wrong behavior. It’s easy to get to make the right number of phone calls, as long as I don’t care if they’re even real prospects. Use goals like this to manage the work, not measure the work.

    Jamie Flinchbaugh
    http://www.jamieflinchbaugh.com


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