What gets measured gets done. Tracking your sales activity is like eating your vegetables. You don’t like to do it but the long term positive results are undeniable. In athletic metrics are all the rage. Baseball in particular has come up with all sorts of new things to track like launch angle and exit velocity for hitters. Devotees swear they can just look at the numbers and tell how a player is performing and will perform in the future. It is not that complicated in sales. A few simple numbers will suffice – attempted calls, conversations, appointments, and qualified opportunities. Of course there are the ones everyone tracks – proposals and sales. My message is brief today … track your activity or give up a great opportunity to accelerate your growth.
