Jordan Peterson, the renowned author of 12 Rules for Life, inspires a profound sales strategy with Rule 4: “Compare yourself to who you were yesterday, not to who someone else is today.” This article breaks down this concept and its application in the world of sales.
Keywords: Jordan Peterson, 12 Rules for Life, Sales Strategy, Aiming for Success, Sales Metrics.
Introduction: Reading Jordan Peterson’s book, one encounters a pivotal concept: the necessity to have a clear goal to navigate in life. This philosophy is deeply pertinent to sales. If we take this idea to heart, we’re urged to ask, “What are we aiming at in sales?”
The Significance of Measuring: It’s essential to understand the principle of tracking your progress. Notably, Bob Parsons of GoDaddy, in his 16 Rules, emphasizes measuring what’s significant. So, in sales, what are you targeting, and how are you evaluating it?
Avoiding Passive Hopes in Sales: Rather than merely hoping, salespeople need to actively aim and measure. The beauty of sales lies in its measurability, which allows prediction and accurate forecasting.
Top 5 Sales Metrics to Focus On:
- Overall Income: Set realistic short-term and long-term income goals. Monitoring your progress towards these milestones is crucial.
- Commission Per Sale: Knowing your average commission per sale is fundamental. It not only determines your overall income but also guides subsequent strategies.
- Closing Ratio: Understand the percentage of prospects you close on to forecast the number of presentations needed monthly.
- Appointment-Setting Ratio: Calculate how many leads or contacts you need to achieve the desired number of appointments and sales.
- Activity Metrics: Break down the number of contacts needed daily, weekly, and monthly to achieve your sales goals.
Making Sense of the Numbers: It’s about making the sales journey digestible. Breaking down the process, such as realizing you need one contact every 10 minutes, provides a clear roadmap to achieve your aims.
The Reality of Missing Targets: Everyone misses their mark occasionally. For instance, top sports personalities like Ty Cobb and DeAndre Jordan didn’t always hit their targets. The key is to recalibrate, practice, and keep aiming.
Conclusion: Drawing from Peterson’s wisdom, the sales process becomes clearer. It’s about aiming, measuring, recalibrating, and being persistent. Keep aiming high, and with the right strategies and metrics, you’re set for success.