Advice Worth Repeating
Watch this week's Short Attention Span Sales Tip video here.
Some things are worth repeating.
I said, some things are worth repeating.
Last month, I delivered two sales tips on the subject of setting goals. In one of them, I made a connection between my personal exercise and sales activity. It was called, "A Secondary Sales Goal."
The point of the tip was to have a sales activity goal (number of sales calls to make every day) along with a percentage of the time you hope to reach that goal. I told the story of closing all three of my rings on my Apple Watch 74% of the 31 days in the month. That's roughly 3 out of 4.
It's not reasonable (and probably not healthy) to do intense aerobic exercise every day. So, I would do three days on and one day off. The results were profound. I found it far more likely to drag my 62-year-old ass to the gym when perfection was not the goal.
Here's an update…
I’m here to report that despite having a cold/flu bug at the beginning of February AND testing positive for COVID (for the 3rd time) in a separate illness at the end, I still hit my 74% exercise goal. This maintains my motivation and desire into March and beyond.
What this experience showed me is the concept of having two sales activity goals is a winning combination.
So, to repeat, here is the tip:
Step One: Determine how many sales calls* you want to make — at minimum — every day.
Step Two: Determine the percentage of days you hope to hit that goal.
Write these two numbers down, find accountability, and then keep track of both. That’s it.
- *Define “sales call.” Are they phone calls? Emails? We all have our own definition and you need yours. What counts and what doesn’t?
- Accountability can look like a daily check-in with someone or a weekly meeting, but having someone hold you to your commitment is critical to success.
- Don’t go into the last few days of the month having to hit your goals every day. Front-load the month with extra call days.
This is the kind of sales challenge you’ll find solved inside The Sales Vault. Watch the promo video and get more information at SalesVault.pro or call Bill Farquharson at 781-934-7036.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.