The most basic activity component of the selling process is the dial. Do you know how many dials you need to make today to hit your annual revenue goal?
The last of the 2018 goal setting blogs is about setting the daily activity objectives so that you can measure your progress towards your goal each day. If you went through the GOSPA exercise, you know that the Strategy piece of the process is very powerful. When you figure out how you’re going to accomplish a particular objective—in this case—your revenue goal, then it’s time to ‘do the math’ in terms of the activity necessary. Continue reading “A simple way to set the basic activity requirements for any sales goal. Blog 4 of 4…”
If you are a manager of sales professionals, you are charged with not only driving a certain amount of revenue, but you’re also charged with developing the abilities of the sales team. It’s a given. Our incentive is our own survival and the belief in leverage. We know we’ll be asked to bring in more revenue next year than we were asked to do this year—and most likely without additional headcount. The only way to do that is to have a more efficient and effective team, which is another way of saying I will continuously need more leverage or better productivity out of each of my team members. 
Many times we hear the old mantra that, “Once I get started making my daily appointment making calls, I’m okay. It’s getting started that is the challenge. I’ll do anything to keep from picking up that phone for the first call.”
Albert Einstein once said that the definition of insanity is “…doing the same thing over and over again expecting different results.”