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Sales Coaching Tip: Do Not Confuse Activity with Sales Results

Guest post by: Leanne Hoagland-Smith

Article Overview: Do you believe yourself to be very busy and yet your sales are still suffering? Possibly, you are confusing activity with results?

Sales Coaching Tip: Do Not Confuse Activity with Sales Results

Would you like to quickly double or triple your sales results? Do you know it is possible when you simply change your behaviors by altering your beliefs?

Think for a moment about the actual numbers that you have achieved during the last 30 days in the following areas:

Business networking events attended
Leads gathered
Meetings scheduled with a decision maker
Actual meetings made

Now when you add up all that activity, what were your results?

1. For every networking event that I attended, I received (insert dollar number) in sales or (insert number) qualified leads of prospects.
2. For every 100 leads gathered, I received (insert dollar number) in sales or (insert number) qualified leads of prospects.
3. For every 20 meetings scheduled with a decision maker, I received (insert dollar number) in sales or (insert number) qualified leads of prospects.
4. For every 20 actual meetings scheduled with a decision maker, I received (insert dollar number) in sales or (insert number) qualified leads of prospects.

Effective sales people know their numbers because all numbers point to increase sales. They specifically know the relationship between their activities and their results. In other words, effective sales people begin with the end in mind. For (Insert sales dollars), I need to engage in these activities based upon my past numbers.

What I have continually witnessed especially for many small business owners and entrepreneurs is that they don’t know their numbers. These individuals are so involved in activities that they fail realize why they are involved in activities – to increase sales.

When sales people understand that there is a correspondence between activity and results, their sales will quickly double. For example, networking is a great way to gather leads. However, in many cases, sales people network at functions where their target market does not attend.

For example, Chambers of Commerce are a great way to meet qualified prospects. However, if your service can only be purchased by the chief decision maker of a large manufacturing business within your area or a large hospital, these individuals do not normally attend monthly meetings. Their schedules are very busy, but these same decision makers may attend the annual meetings or some big gala event.

Remember, your activity should be laser focused on the sales results that you want. So return to your schedules, determine where your activity will generate you the most sales based upon your past historical data. If you do not have that data, take the time right now to determine those numbers. Failure to take such action will only have you confusing activity with results and an empty checkbook.

Related Articles
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  Activity/Activity/Activity
  3 Reason’s to Invest In Sales Management Training
  Sales Coaching Tip: Lose the Business Development Title If You Want to Increase Sales
  Activity vs. Productivity

Article Tags: business networking events, chambers of commerce, correspondence, decision maker, dollar number, effective sales, networking event, prospects, relationship, sales dollars, small business owners, target market



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