Baseball players know their batting average. Coaches in every sport track activity versus results on a game by game basis. This allows them to better predict future results and to allow them to make better game plans an in game decisions. Salespeople … not so much. It is rare that I find a salesperson or a company that knows how many calls are made on a daily or weekly basis. And what is worse, since they don’t know the history of calls versus results, they don’t know how many calls they will have to make in the next month, quarter or year to hit their numbers. Top salespeople like top players and coaches have these numbers at their fingertips. How can you make a plan for hitting your numbers if you have no idea what your “hit rate” is? If that rhetorical question is not enough to get you to begin tracking your sales activity, then there is nothing else I can say.
