Information is power. When you harness that information it is power directed toward achieving a goal. As a sales person, you can harness that power to achieve your goals and predict when and if you will reach them. Don't leave goal setting to chance. Control your process, control your goals.
Spend time tracking the number of sales apts you make for each week. Then spend time tracking the number of face to face contacts you make each week. Lastly track your income for each week. Track that which counts toward your goals. Then compare the two after your sales cycle. You will probably find out that the three match. As phone calls go up, eventually commission (or whatever your goal is based on) will increase. That gives you the ability to calculate how much each call is worth to you. Additionally you can calculate how much each appointment is worth to you and your company.
There is a big disconnect between what I do today and how close I come to my goal. It's a big disconnect which we more easily leave to chance or faith. Close that gap by charting and tracking. Then figure out how the seasons effect that. How could you plan your vacations and sales appts to better match this seasonal trend. Well, that's a topic for another day. Keep selling!
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