Yes, you are right ! We are going to talk about tracking performance, about sales reports,and all aspects of measuring what you do everyday. Why ? Two reasons. One is that most of us struggle with this challenge more than we admit. And two - many of us fail to realize the obvious influence it has on our success.
What happens with most of us ( yes, I struggle with this also ) is that we want to set down once a week ( at best ) and share with someone ( likely the person responsible for making sure you are successful - could even be the one signing your check ) what we have accomplished for the last 5 to 7 days. The proverbial "Weekly Sales Report" is still the vehicle that many sales professional salespeople utilize and obviously it's still acceptable in many organizations.
Most of the tenured sales pros I encounter view the weekly sales report as a pain and a waste of time. They want to be measured on one thing only - sales revenue. And let me do my own thing otherwise !
This is especially true with straight commission salespeople. I hate to be the bearer of bad news but that doesn't work very well when it comes to utilizing the potential of an existing sales pro.
What you will find in the most progressive and professional sales organizations is daily documentation of exactly what you did yesterday, what you are doing today, and what you intend to do tomorrow. And I know I just lost most of you who are not in those organizations ! Why ? Because no one wants to be measured that closely. And believe me I understand that uncomfortability - seriously I do. But here's what you are missing when you get all up tight with that perspective. You are missing the fact that requirement will influence what you do and greatly influence your success. In the sales teams where this is currently happening you will find ( more than likely ) one of the more sophisticated CRM online programs that facilitate the recording of all daily activities - yesterday, today, and tomorrow. In those team environments you will have a designated person ( likely the person responsible for your success ) who reviews every morning what you have done and what you intend to do, etc.
Here's the issue for you to consider. You probably are not in one of those organizations - I'm sure you are happy about that ! But could you improve and benefit from challenging yourself in that direction ?
Basically, be your own sales manager and measure what you are doing every day ( with documentation ). You will see improvements and you will influence your success. Without measurements you have a lot more voids and wasted time. Think about it ?
Have a GREAT SALES WEEK !
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