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Activity/Activity/Activity
Written by: Todd WillardArticle Overview: An overview on how to set one's own activity level with regards to sales.
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Activity/Activity/Activity
Sales is a combination of activity and proficiency. It is important to understand individually what your activity levels (prospecting calls, appointments set, deals closed) need to be for significant success.
Most sales organizations operate using either a sales funnel or sales pipeline for tracking of individual sales activity.
Activity would include new opportunities and new proposals. Proficiency would include improvement in items such as closing ratio, proposal ratio and increasing the average sales value of each transaction.
As a sales professional, it would be in your best interest to understand what your own activity levels need to be for success. Unfortunately, most sales reps depend on their manager or company to tell them what their activity levels need to be for success.
To gain an understanding of what your own personal activity levels need to be, track your activity for a period of 3 months (calls, appointments, proposals, closes) and from that tracking, you will be able to get an idea of what those activities need to be moving forward, for you personally.
WILLARD'S WISDOM
Article Tags: executive sales, sales, sales meetings, sales training, selling
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