Sales Clock

Components of Sales Clock

1) 3 hands of clock :
i) Second hand as Sales Pipeline: The most important weapon that a sales person has is sales pipeline. The stronger the pipeline the stronger the chances are of getting sales out of it and the weaker pipe line the lesser chances of getting sales. To generate sales you need to have a valid sales file. As the second passes the sales pipeline must be increasing as it the fuel of your sales car.

ii) Minute Hand as Sales Forecasting: As we know that after completion of 1 round of second hand it gives a time of 60 seconds & this 60 seconds makes a minute, means that a sales person must be experienced enough to know at what client he need to spend time or which client is to be left .after spending so much of time in generating his pipe line he must be knowing what are his/her closures, based on this he can divide his Pipe line into following format :

a) Hot Leads: These are the leads for immediate closures, where the sales person knows that this deal is coming in very shortly

b) Warm Leads: These are the leads at which the sales person is actually working on. They got warm because of some small problems like pricing or some other problems and will take little more time to get closed

c) Cold Leads: These are the leads which got cold due to certain reasons and are not coming in short time span. It can happen when the prospect has bought product from your competitor or when he is facing some financial crisis or a shut shop of business.

iii) Hour Hand As Sales Number : As we know in an clock when minute hand completes one round it completes one complete hour & this hour consists of seconds and minutes as :
[60 second (pipeline) makes 1 minute (sales forecast) & 60 minutes makes 1 hour (sales number).]. Well after working hard on pipeline and forecasting we will get our sales for sure.

Note: If we assume this hypothesis of generating a lead in very second and get it forecasted in 60 seconds we will surely get the sale in next 1 hour. This can only be possible if sales person uses his sales experience in right direction with 100% focus on his/her pipe lines.

2) Sales Alarm : After doing proper sales forecasting a sales person must trigger the alarm of his sales clock as he know that this is the time when the sale is coming in. that’s getting the sales in correct time. As this ringing of this alarm on the sales number is generated.

3) Sales Times: a sales person has a sales clock which has a sales time of 12 months that is 1 year. This sales time is divided into 4 sales quarters which are represented as Q1, Q2, Q3, Q4. The sales clock start ticking from the 1st quarter itself. During this period a sales person is assigned with certain target (Q1`,Q2`,Q3`&Q4`) which needs to complete at the end of ever quarter to complete the sales clock successfully.

General formula for calculating sales time and sales target

Sales Time: Q1+Q2+Q3+Q4.
Sales Target: Q1`+Q2`+Q3`+Q4`


CALCULATION OF SUCCESS RATIO OF SALES PERSON

By watching this sales clock which is mechanically controlled & governed by the sales managers and top sales professionals at higher grade the success ratio of sales person is calculated.

For e.g.
Balanced Sales Person:
Q= Q1` at (q1) +Q2` at (q2) +Q3` (q3) +Q4`at (q4)

Where,
Q = Annual Sales Target.
Q1`=Quarter 1 Sales Target
Q2`= Quarter 2 Sales Target
Q3`= Quarter 3 Sales Target
Q4`= Quarter 4 Sales Target


q1, q2, q3&q4 are the respective times of the quarters Q1`,Q2`,Q3`&Q4`.

Now let the total annual target be 1 that is Q=1. It means that sales person has to complete 0.25 of his target every quarter & if he is able to do it then he will be called as successful sales person. i.e.

Q=.0.25+.25+.25+.25=1
That’s equation is a balanced equation that’s the given targets are completed by the sales person.

Such kind of sales person is called as a balanced or average sales person (Q=1) who just completes his targets. But suppose Q≠1,
Then 2 things can happen
 Q<1  Q>1

Condition 1 when Q<1, then sales person is called as a failure i.e. is sales clock is lagging behind & is not but working properly. Sales person following under this criteria are called as weak sales person Condision2: but if Q>1 then the sales clock is ticking very good as the in this condition extra sales are coming which shows our hypothesis of generating more leads and able to convert those leads into prospects and closures is working due to which our sales clock is running fast and alarms are triggered before the completion sales time resulting more sales and profits to the company. Such sales persons are the driving force of the sales organization. They can be called as Sales Leaders.

So we can say that a sales organization has 3 categories sales people:

 Week Sales Person: They are the people who are failing in meeting their sales targets & require attention by the higher authorities to understand why their clock & sales alarm not working properly.
 Average Sales Person: They are the sales people who just work for completing their job. They never fail in their work but looses the zeal once reaches or complete their target as they looses their focus. These people need proper guidance and regular monitoring so that they get improvised and comes in the category of sales leaders.
 Sales Leaders: They are the top category sales person for them sales is like and passion. They give their 100% or even more to achieve their targets. These people never sit idle and keep generating their pipelines and focus lots of time in Sales Pipeline & Sales Forecasting technique. These people need appreciations and authorities to take decisions which make them more motivated to perform better then the best. It’s always advised that sales leaders must be made mentors for weak sales person so that they can work out properly and comes out for a solution beneficial for both of them & also for the team.