Growing your business is exciting. If you have a product-based business, it’s natural to first focus on product development since getting the right product for the right market is key.

However, once the product is pretty much there, it’s time to move on to sales.  That doesn’t mean you don’t keep developing your product, but it means the main focus of your business is TO GET SALES.

The first question to ask is, “How much time do you really spend on sales or sales management each week?“

Honestly take a look at how you’re spending your time. Is it really getting sales if you’re standing around a PR event? Or networking with friends?

How much time do you spend with your target either online or in person? And if you’re lucky enough to have a sales and marketing person on the team, how much time are they spending selling? Have they been distracted by operations, shipping, paperwork, etc.

Analyze your sales funnel and see where you’re spending time.

And the next question is, “Are you tracking your sales?”

Make sure you’re measuring your sales activities and reporting them each week. Tracking gives you a reality check of where you are at—it can be exciting or motivating.

It is helpful to measure lots of different parts of the sales funnel, such as FB follows, leads, rejections, sales dollars, etc. so you can see if you’re making progress.

And compare it to the forecast. You can figure out if you need to work on getting more leads or work harder to convert them into sales.

And finally, this leads to the question, “What are you going to do about this?”

Structure your sales meeting (even if it’s with yourself), to review numbers every week, and figure out where to focus and where to find new business.