Early on in my sales career I had the privilege and honor of being a sales producer under the leadership and guidance of Tom Vanyo, a master salesman, motivator, mentor and friend. This week is Tom's birthday.
Happy Birthday Tom!
I remember a comment he said to me in the spring of 1984, “If you don't make a major change today, you will be doing the same thing next week, next month and next year.” Tom had asked me on several occasions prior to that day about the importance of keeping track of my numbers. I typically responded with, “What does it matter? I'm already one of your top producers.” I made all the excuses average salesperson does: “I'm too busy.” “It's more paperwork.” “I don't have time.” “What does it really matter?” Here was the bottom line: Did I really want to know? It was easy to go home at the end of the day, pat myself on the back and say I had a busy day. But busy doing what? There was something in his tone that day that really got my attention. It was a day will never forget.
I went back into my office and started making some major changes to my sales process. I started keeping track of every dial, contact, appointment, sale and how many times I would ask for a referral. The numbers revealed how little I was actually doing each day. I thought I was really productive but I wasn't. I got faked out by being busy. My paycheck revealed I was one of Tom's top producers, however my daily numbers told the whole truth.
Over the next twelve months I made several significant changes and those changes had a major impact on my results. I doubled my income that year and what I found interesting; I didn't work more hours. I was simply more productive during each hour. You will never know what's working and what's not unless you keep track.
If you would like a FREE copy of The Activity Track so you can keep track of your sales activity CLICK HERE
What major changes do you need to make today that will impact the next twelve months?