What did you do yesterday? What are you doing today? What are you doing the next 5 days?
In my first sales job, these questions were asked by my mentor every morning at 8 AM. I was told during the job interview if I simply listened to my mentor, and with blind faith followed the system being taught, I would become successful just like many others in the company. They were right.
One of the main ingredients to this system was keeping track of the activity levels that would eventually lead me to my income goal.
These important questions looked at my past, present, and future. Every morning, they caused me to pause, to rethink my plan based on where I was in relation to my goal, to make adjustments, and then to move forward in a calculated way.
Any movement forward without an analysis of specific activity targets was simply a guess based on emotion. How do I feel like spending my time today? I would have moved forward doing those tasks that felt the most fulfilling and fun. I would have been wrong.
We cannot wait until we feel good to work. We must work so we feel good.
To feel good, we must perform tasks that move us toward our goal, no matter how hard they are. It is the hard task that will move us to the goal. Growing taller than the thorns and thistles that seek to choke us out is the only way to be the plants that get the most sun shine.
First thing every day, analyze your sales activities - prospects found, appointments set, quotes presented, and sales. Look at yesterday, today, and the next 5 days. What adjustments do you need to make in relation to your activity targets?
If you do not have activity targets, click here, set up an account, and our activity wizard will assist you.
You can be more productive. You can be a leader in your field. Go be responsible for making it happen!
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