#4. Engage your sales math
Five great ways to send your sales skyrocketing in 2010 So far in this five-article series, I've focused on what you can do at the front-end of
your sales cycle to help generate the great results that you're looking for in your organization. This entails fine-tuning your prospecting and targeting
skills and finding multiple ways to get the word out on the street about your work as a sales professional. Getting that component right is crucial.
When you master all aspects of the front-end of the sales cycle, it puts you on a direct path to finding great customers and generating more referrals
and testimonials. It also makes selling a lot more fun, because you benefit from selling more to the people you enjoy working with the most. And who
doesn't want that kind of dynamic sales growth, right? Remember that "front-end" describes activities that you need to do really well and to do so
consistently, otherwise everything else that follows will likely lead to disappointment. As I remind my clients and readers regularly, it doesn't matter
how good a closer you are. It doesn't matter if you are the best negotiator in the world. If you don't have a steady stream of prospects to sell to, you
will fail. Now that we've established that at the root of sales success in any market is prospectingâ€”knowing who to target and how to turn these
people into loyal customersâ€”we can turn to examine important activities that help support all your efforts on the front-end. This entails getting a
better lock-in on what your goals need to be as a sales professional and as a sales organization. This is what I call engaging your sales math.
Don't get scared! I'm not going to ask you to do advanced algebra in your head. I am going to challenge you to find ways to work harder and smarter,
and to make that happen now...not later. Working harder and smarter means you need to develop a clear understanding of two numbers. 1.
Knowing your closing ratio Fir