Here's How It's Going: Focus Less on Results and More on Actions

Too often, when I start a conversation with a weekly coaching client, the question, "How's it going?" gets answered with a string of results-based numbers.

It goes something like this: "Things were slow last month but have picked up of late. I expect a record month this month and am already looking forward to what's coming down the pike. If I can keep up this pace, this can be a really good year."

I've never liked hearing someone refer to their month-to-month sales numbers, especially in terms of "good month" and "bad month." I think it's a better idea to look at trends in 90-day increments and keep the answer to the "How's it going?" question activity-based:

• "I've got 10 quotes in estimating."
• "I already have five appointments set up for next week."
• "I've identified three big fish to start calling on."

If you do X, Y will happen. That is, if you put in the right sales activities and do them with diligence, those results that you long for are inevitable. Keep your head focused on those activities and stay in that zone.

How's it going? Busy! Always busy!

Go to BillFarquharson.com for more free content, including a link to the new Short Attention Span Sales podcast. Contact Bill at 781-934-7036 or bill@aspirefor.com