Stop Running Around Like a Decapitated Chicken
ByI was talking to a women business owner a few days ago and listening to her as she expressed her feeling of being overwhelmed. She felt that she could not go on doing all the things she was doing but did not know which activities to give up.
That conversation illustrated the need to always tracking the leading indicators of sales.
- How many hands do I have to shake to her “That’s interesting, tell me more.”
- How many interested people do I have to talk to for every first appointment.
- How many first appointments do I get for every follow-up
- And so on.
Record these metrics for every activity you do, such as:
- networking
- cold calling
- twittering
- blog posts
- door hangers
- magazine ads
After you’ve done that for a while you’ll begin to get a quantifiable measure of the productivity of each activity. Factor in the hours you need to spend on each and it will be clear where you should be spending your time and which activities you should drop.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
