Sales goals are good to have but they are not enough. The problem is that sales are not something you can commit to since you do not have control over closing a sale. However, what you do have control over is your activity. You can control picking up the phone or asking for a referral or going to a networking meeting. So, you must convert your sales goal into an activity goal. This is relatively easy if you have been tracking your activity since you have all the metrics. My unscientific eyeball average estimate is that fewer than 10% of sales people track their sales activity on day to day basis. If you are one of the 90% who don’t, you can still translate your sales goal into an activity goal by guessing at the conversion ratios. Then you start tracking your activity and you will soon know your ratios and you can adjust accordingly. The key idea here is to convert your sales goal into an activity goal and then hold yourself accountable to doing the activity. Do that and the sales will follow.
