How do you score?

This raises two important questions. The first is: do you have a business plan based on a selling model? There is an old expression in business “if you don’t know where you are going, anywhere will do”. It is key for you to set goals and build a plan that will get you there. Break it down by first looking at your annual goal, then break it down to quarterly, then monthly and weekly.

The next question is: do you know how to keep score? Sales is not a “go with the flow” type of business. You need to be focused on tracking your activities on a daily basis. If you do, you can  be hugely successful. Here the key is to break down the activities that you can control and keep track of them, instead of just tracking the results. This way you become activity-focused, which will bring the results.

Here is an example: the 21 point system. You look to achieve 21 points a day. One phone call where you reach someone and they say no is worth 1 point; if they say yes, it is 2 points. If you go to see a prospective client and they aren`t there, it is worth 3 points. If they are there, it is worth 4 points. If you make a sale, it is worth 5 points.

It’s a simple way to help you begin to track and monitor your activities instead of just your results. This system has worked successfully for a number of sales organizations over the years. If you want more information on this please feel free to contact me.

Happy selling!

Submitted by James R Hanifen RHU CFP Partner at Life Quest Financial.