Do
- Know what activities are most productive for YOU and understand your activity ratios...they may be different from other people on your team. Most top producing sales people can tell you their highest gain activities (things they do that pay them the most amount of money). In our business those activities typically are:
Asks (referrals and for orders directly)
Face to face appointments / interviews
Conversations with prospects
They can also tell you that metrics like, “I need to set 10 appointment to have 7 show up” and constantly tweek those metrics. - Set goals and create a daily activity plan to achieve them...look for incremental successes to celebrate, not just the final “close”. Spend 10 minutes at the end of each day planning your strategy for the next day. Ask yourself how much different your days would be if you spent just a minimal time the day before planning what you’d like to do. Someone said, not having a plan is planning to fail… I think they’re right.
- Measure and track your progress and results, know where you are daily so you can tweak and adjust your plan. Don’t over do it (but I really meet great sales people or marketers that overdo tracking), typically it’s the other way around. Make it simple and just track the four things I mentioned above on a daily or weekly basis. The simpler the better.
- Have a daily contact and interview goal: minimum 2 per day.
Don’t
- Wake up without a defined plan/strategy for your day – based on our recommendations for what to DO – this goes without saying
- Go a single day without any selling activity. Keep your skills sharp and your pipeline full by making sure that every day has purposeful selling activity included.
Literally, if we’re not living for getting new clients and doing something everyday that puts us in a position to get a new client we’re missing the boat
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