Brian Gardner Asks Distributors: What’s Your Leading Indicator?

Categories: Blog,Group Updates

Brian Gardner - Speaking at NetPlus Alliance Annual MeetingJust as economists track leading indicators to forecast the economy, distributors can track what Brian Gardner calls the load input number to create a more accurate sales forecast.

During a breakout session at the 2016 NetPlus Alliance Annual Meeting, Gardner, founder of SalesProcess360, talked about this more proactive, forward-looking approach for distributors. The load input goal is not the sales pipeline, Gardner said. Instead, a load input goal number describes the very top of your sales funnel, helping you track whether the sales pipeline is adequately filled so you can reach your sales goals.

He encouraged attendees to trend this number on a monthly basis so they know whether they are heading in the right direction. If your input trend is constantly below your load input goal you most likely will not reach your sales goal. If the input trend is constantly above your load input goal, expect sales growth. (The formula for calculating the load input goal is available on his website.)

If inputs differ widely from the goal, it’s possible you have to tweak the goal to be more realistic. In other words, this approach allows distributors to take action early on, rather than waiting until the end of the year to find out your sales goals weren’t met.

It’s all a part of focusing on the front end of the sales cycle, gauging whether you are generating enough leads and opportunities to meet your goals on the back end.

Gardner is the author of ROI from CRM: It’s About Sales Process, Not Just Technology. Learn more at salesprocess360.com.

In an upcoming NetPlus webinar, Gardner will talk more in depth about managing the front end of the sales cycle. Join him on Dec. 8, 2016, at 1 p.m. EST.