Practical-empirical evidence supports my hypothesis. I also predict that your stress level will return to normal when;
Regrettably, too many in sales suffer from a similar state of
affairs. They lack the license or credibility to
sell. They blindly navigate the sales floor.
They do not know where they have been or where they are going. Eventually, as stress levels soar, they run out of gas, cash, and then crash.
However, I possess a solution to avoid this outcome. It involves assembling a To-Do List, a Scorecard, a Stat Sheet, and a Sales Dashboard.
To Do List
Prepare a daily To-Do List that includes:
a. People to call
b. Projects to address
Prioritize the list, begin with the first item and continue until completed.
Add the following: L - Pr - C - $ - P .... at the bottom of the To-Do List.
L = Leads
Pr = Presentations -- on the floor, on the road, on the phone.
C = Close
$ = Amount of Sale
P = Promotion -- follow ups by phone letter, email.
Under each keep, a daily count [with a simple pencil mark] of each lead you find, each presentation you make, each close, each follow-up phone call, email, and mailed letter, plus each sale in dollars.
Create a spreadsheet with a column for each of the above 5 stats. Each row corresponds to a week. Then add 2 more columns for the following computations:
Total each of the 7 daily stat columns monthly, quarterly, and annually.