This series will comprise of a few episodes which will assist you in building a comprehensive business database.
We will explain how to build a business database that will provide you with maximum flexibility for future use.
Having said that, sales can be divided into two parts:
Determine the volume of business you are likely to retain. The balance of business required for the year is to be made up from new business.
Both these activities require that contacts be built and strengthened. If a start-up business, then all sales are to be considered new business.
Here are two SALES PROSPECT CALCULATORS, spreadsheets which will analyse the volume of new business prospects required to reach predefined goals.
New Business Sales Prospecting Calculator
Personal Sales Prospecting Calculator
This is step one in making the goals real and to understand the gravity of the task.
If you are using the SALES PROSPECT CALCULATOR as a sales person for your own portfolio, just put in your own numbers where it calls for company figures in the first spreadsheet.
In our next episode, we will talk about ideas to gather relevant contacts for your business database that will cost nothing.