My Performance Goals

Successful performance (and achieving improved performance!) is driven by specific indicators. As it’s often been stated, selling is a numbers game.

In today's selling environment, the critical indicators are numbers of sales, numbers of qualified presentations, and numbers of contacts (or prospecting effort.)

And, while there are other factors, such as selling and relationship skills, aggressiveness, telephone technique, hard work, and so on, when it comes to organization per se, the numbers cited above are the measures of success.

Let’s suppose that in a typical week, you or face-to-face “cold calls” (we’ll call
contact 200 prospects by either phone them “energy” calls from now on.)

If you convert 10% to qualified presentations, that means’ you’ve made 20 presentations during the week. The bottom line is sales, and if you’ve done your homework in qualifying and your sales skills are up to par, you might close as many as 50%, or 10 sales for the week.

The Toolbox at the back of this workbook contains a number of blank sales
funnel worksheets that you can use to improve your weekly performance.

The key is setting specific, challenging targets and periodically monitoring results. And don’t be afraid to put some stretch into your goal setting.

Effective organization starts with SMART personal goals for all key activities.