(It’s December and we’re working on the 2013 ACTION PLAN.  We, here – at Sage Wedding Pros – don’t mess around.  So catch up with the series if you’re just getting started.)

Today, let’s examine sales for 2012.  This is a good time to take a look at your sales targets (quota) if you set one at the beginning of the year.

SALES REVIEW – 2012

In reviewing your sales, you’ll want to take a look at all of your sales for 2012 and crunch some numbers. You’ll also want to examine your sales technique.

Here’s my simple approach for reviewing sales:

  1. Make a list of all your sales for 2012.
  2. Include client information, the service sold, and price.
  3. Examine:
    • Pricing for service
    • Your relationship with the client (would you work with this client again?)
    • Did the client get the value you promised?  (Or did they get more?  Too much?)
  4. Examine your total sales for the year.  Did you meet your target?
  5. What was your average price/client?  Do you feel that your average price is appropriate for your market?  (Make sure to reexamine the marketing review from yesterday.)

Take a look at your sales in their entirety.  What did you do well? What could you improve upon?

We have an easy-peasy excel spreadsheet to help you in your sales review… it’s FREE:

2013 Action Plan – Sales Review

How about your sales technique?  (The actual sales process?)  How confident are you?  Can the process be stronger?  Simpler?

All in all… what do you think of your sales for 2012?  Was it good, bad, ugly?  Keep this review close to hand for next week when we’ll start to plot your sales strategy for 2013.

 Tomorrow… we’ll review your operations!