If you’re doing research about your industry, your market and your competition…well done! Successful salespeople always make moves based on facts, not assumptions.
However, if you’re not tracking yourself on a regular basis, you may be omitting your most important pieces of data. ← Click To Tweet
When it comes to prospecting, it’s important to set a goal. But, you must also track your progress towards achieving that goal. If you’re not collecting your own prospecting data, you risk falling behind and reaching a point in the year where you can no longer recover for lost time.
That’s why I strongly suggest measuring the success of your prospecting activities each month. The objective is to ensure that your efforts add enough prospects to the top end of your sales funnels so you can achieve your sales goals.
After reviewing your progress, take one of the two following steps:
1) If you achieved less than you expected, set a new goal for the following month to make up for the ground you lost.
2) If you achieved more than you expected…congratulations! However, this is not an excuse to lower your goal next month. In fact, you should be challenging yourself by setting a higher goal to achieve.
Notice that regardless of your result, this procedure continuously forces you to improve as a salesperson. Not only are you “keeping up” with your own progress, but you are constantly pushing yourself to achieve greater results so that you can be proud of your sales at the end of the year. This procedure can be used in all areas of your sales, don’t just limit it to prospecting!
Poor sales results are often a consequence of poor organization. It’s no coincidence that the most successful salespeople (and people in general) can almost always be found taking note of their own progress.
When you’re constantly tracking yourself, you’re also able to identify your strengths and weaknesses. If you’re constantly reaching and communicating with a high number of prospects each month and you’re still achieving poor sales results, perhaps there are other skills or activities that need improvement.
The good news is, if you’re tracking yourself habitually, you have real data to assess your successes and failures and can quickly identify your problem!
By staying on top of your results and keeping track of your activities, you reduce the chances of being hit by an unwanted surprise later on in the year. Keep up with yourself and watch your confidence grow and your sales increase!
Need more strategies to consistently grow your sales results? My new book Nonstop Sales Boom is now available!
Which aspects of your sales process do you track on a regular basis?