Track Your Metrics

Like your marketing efforts, you cannot analyze how you are selling if you do not track your results. It is common to see novice salespeople try and shoot from the hip. You will find in cases such as these, the salesperson will “go with the flow” when it comes to their process. Remember, if you can measure it, you can control it.

• If you sit down with seasoned salespeople and ask them, they will tell you that it is vital to set realistic goals and track results on a recurring basis. Unless you track your process and the results that follow, you will not know if your activities have been successful.
• Tracking sales efforts is the most efficient way to determine how well or poorly you are performing. By gauging these results, you can (1) adjust your process to perform better and (2) adjust your goals to be more realistic.  Again…

IF YOU CAN MEASURE IT, YOU CAN CONTROL IT

• For example, try to measure your results by tracking the number of calls you make/receive, the number of appointments you land, and the number of sales you generate. Use the information over various periods to determine if you are doing better or worse over time. In addition to measuring sales success, this information can be used to help you manage your pipeline.