Insurance Sales: Tracking for Increased Sales

The way you track your sales funnel and sales cycle can significantly impact your insurance sales success. Is the way you track now complicated and cumbersome? Could a simple system be more efficient and effective? Yes. You need to know at a glance exactly who is in your sales funnel, where they are in your sales process, their preferred contact information, the outcome and commitment from your last contact, and the next action you need to take to keep your prospect on track for closing.

And you need all that information in one place. Sales is a hectic fast paced business. You need to know exactly who your prospects are at any given moment. When you try to track all your prospects in your day planner, a call sheet, or many CRM's you really can't access everything you want and need to know quickly and easily and everywhere you are.

You can use a single sheet to record all the information you need to track your sales funnel. This will make the whole tracking process easier for you. Plus it helps you to have everything you need in one location when you need it.

Prospects don't usually enter and exit your sales funnel as customers in one step. Most sales cycles involve multiple and incremental steps that occur over a period of time. Some sales cycles are extremely long especially when the sales involves high ticket decisions. The sales cycle itself poses a stumbling block for many sales professionals.

You haven't taken the time to actually identify all the required steps for advancing the sale, and all the possible steps for advancing the sale. You're the professional. If you don't have a feasible next step option for your prospect you can't expect them to come up with one for you. Without clearly defined advancement options you don't have a sales funnel you have a sales sieve. You're unnecessarily losing potentially valuable prospects because you aren't proactively controlling the sales process.

All too often sales professionals drop the ball and allow months to pass without taking the appropriate next action. This probably happens more often than you'd like to admit or than you even realize. These time gaps hurt your relationship to the point where you almost have to start over with the prospect. You've lost your connection and now they don't trust you because you've demonstrated that they can't count on you. That kind of relational damage is hard to repair. Effectively tracking all your leads and prospects and the next actions you've committed to reducing the likelihood of dropping the ball. It's much easier for you to monitor your entire sales process and everyone in your sales funnel, and you close more business.

You need to know exactly how many people you need in your sales funnel at all times to get the sales results you want. A sales tracking system helps you to improve your results because as soon as you close one prospect they drop off your sales funnel and you know you have to enter a new prospect into your funnel. You also learn your capabilities and limits. You begin to develop a feel for the flow of lead generation you can handle and that you need to create, so your sales funnel always has the right number of people entering and leaving to achieve consistent sales success.

About the Author

About the author: Cheryl Clausen can help you get where you want to be. Use top Sales Techniques get her free analysis. Use top Sales Coaching check this out. Don't reprint this exact article. Instead, reprint a free unique content version of this same article.

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