Have you ever had that feeling at the end of the day when you are not quite sure whether you had a good or a bad day at work? If you usually get a high on closing a sale this feeling might be a regular companion to you on days when you did not close any sales.
This happens when your brain doesn't have enough data to give you a 'licence' to feel good. It simply can't allow you to feel good if it doesn't have the data points for whether your day was a success or not. As if your brain was not on your side!
Salespeople who burn out tend to not know how successful each one of their days was because they don't have specific goals set (as this would put themslevest at risk of not achieving them). Example: a goal to sell $20 000 worth of goods a month is too general because it doesn't create a feeling of achievement on day 1, 5 or 15. But if you translate this into making three meetings and 20 calls per day it's possible to feel successful even if you didn't close any sales that day.
There are at least two great activity metrics that work well as sales goals, and that simplify sales tracking:
1. How many prospects do you add to you sales pipeline? If your sales process includes having a sales meeting this could be how many new appointments do you schedule per day.
2. How many prospects do you move forward along the sales pipeline? For example, how many qualified proposals do you send out per day.
Selling is a game of numbers. Working smart is just as important as working hard. Make sales easier for yourself by pre-determining what kind of day you are going to have. Set goals that are activity specific and which leave your ego intact or feeling good. Sales is hard enough as is.
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