DETERMINING YOUR GOALS
DETERMINING YOUR GOALS
© Lloyd Lofton– 2014 http://lloydlofton.com/
Determining Your Goals 865-776-7632
Lloyd Lofton has 30 years of door-to-door, call center; business-to-business and needs based selling experience. He is a successful business leader who has led large sales distributions who produced 50 million or more a year in sales, who has led recruiting efforts that resulted in hiring more than 2,000 sales professionals in one year and who has trained hundreds of managers, from field sales leaders to executive level leaders.
As seen in:
Copyright © 2014 by Lloyd Lofton All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law.
© Lloyd Lofton– 2014 http://lloydlofton.com/
Determining Your Goals 865-776-7632
Step 1: Annual Income Goal Each product in your portfolio has different prices and commission percentages. Use the chart below as a guide and determine your annual income goal. EXAMPLE Primary Business Market Average First Year Sale Commission
Ancillary Market Average First Year Sale Commission Primary Product Ancillary Product
Primary Product Ancillary Product Totals My Annual Income Goal
$ ______________
Step 2: Business Mix Determine how much of your business will be in the primary business market and how much of your business will be in the ancillary market. Primary Business Market Ancillary Market
_______ % _______ %
$ ______________ $ ______________
NOTES: _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________
© Lloyd Lofton– 2014 http://lloydlofton.com/
Determining Your Goals 865-776-7632
Step 3: Weekly Production Required Reaching Your Goal Fill in your annual income goal by market from step 2 and use the first year commission from the chart in step 1. Perform the math indicated to calculate how much in sales you need each week to meet your goals. Primary Business Market
Ancillary Market
Annual Income Goal ___________
Annual Income Goal ___________
÷ First Year Commission ____________
÷ First Year Commission ____________
= Sold Business ___________________
= Sold Business ___________________
÷ Accepted Rate
÷ Accepted Rate
= Earned Business _________________
= Earned Business _________________
÷ Weeks Worked
÷ Weeks Worked
50
= Weekly Earned Business ______
50
= Weekly Earned Business ______
Step 4: Weekly Activity Required For Reaching Your Goal Primary Business Market
Ancillary Market
Weekly Sold Business __________
Weekly Sold Business __________
÷ Average price __________________
÷ Average price ___________________
= Number of Sales ________________
= Number of Sales _________________
Total Number of Weekly Sales NOTES: _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ © Lloyd Lofton– 2014 http://lloydlofton.com/
Determining Your Goals 865-776-7632
Activity Required for Sales Multiply the total number of weekly sales by your metrics to calculate the activity needed to reach your goals. Total Number of Weekly Sales from My Plan Number of Presentations Required Number of Appointments Required Number of Calls Required
__________ __________ __________ __________
This activity will result in an annual income of $ ____________________ ! The purpose of this income is to: _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ © Lloyd Lofton– 2014 http://lloydlofton.com/
Determining Your Goals 865-776-7632
© Lloyd Lofton– 2014 http://lloydlofton.com/
Determining Your Goals 865-776-7632
Lloyd Lofton has 30 years of door-to-door, call center; business-to-business and needs based selling experience. He is a successful business leader who has led large sales distributions who produced 50 million or more a year in sales, who has led recruiting efforts that resulted in hiring more than 2,000 sales professionals in one year and who has trained hundreds of managers, from field sales leaders to executive level leaders.
As seen in:
Copyright © 2014 by Lloyd Lofton All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law.
© Lloyd Lofton– 2014 http://lloydlofton.com/
Determining Your Goals 865-776-7632
Step 1: Annual Income Goal Each product in your portfolio has different prices and commission percentages. Use the chart below as a guide and determine your annual income goal. EXAMPLE Primary Business Market Average First Year Sale Commission
Ancillary Market Average First Year Sale Commission Primary Product Ancillary Product
Primary Product Ancillary Product Totals My Annual Income Goal
$ ______________
Step 2: Business Mix Determine how much of your business will be in the primary business market and how much of your business will be in the ancillary market. Primary Business Market Ancillary Market
_______ % _______ %
$ ______________ $ ______________
NOTES: _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________
© Lloyd Lofton– 2014 http://lloydlofton.com/
Determining Your Goals 865-776-7632
Step 3: Weekly Production Required Reaching Your Goal Fill in your annual income goal by market from step 2 and use the first year commission from the chart in step 1. Perform the math indicated to calculate how much in sales you need each week to meet your goals. Primary Business Market
Ancillary Market
Annual Income Goal ___________
Annual Income Goal ___________
÷ First Year Commission ____________
÷ First Year Commission ____________
= Sold Business ___________________
= Sold Business ___________________
÷ Accepted Rate
÷ Accepted Rate
= Earned Business _________________
= Earned Business _________________
÷ Weeks Worked
÷ Weeks Worked
50
= Weekly Earned Business ______
50
= Weekly Earned Business ______
Step 4: Weekly Activity Required For Reaching Your Goal Primary Business Market
Ancillary Market
Weekly Sold Business __________
Weekly Sold Business __________
÷ Average price __________________
÷ Average price ___________________
= Number of Sales ________________
= Number of Sales _________________
Total Number of Weekly Sales NOTES: _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ © Lloyd Lofton– 2014 http://lloydlofton.com/
Determining Your Goals 865-776-7632
Activity Required for Sales Multiply the total number of weekly sales by your metrics to calculate the activity needed to reach your goals. Total Number of Weekly Sales from My Plan Number of Presentations Required Number of Appointments Required Number of Calls Required
__________ __________ __________ __________
This activity will result in an annual income of $ ____________________ ! The purpose of this income is to: _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ © Lloyd Lofton– 2014 http://lloydlofton.com/
Determining Your Goals 865-776-7632
