Organizing Activity Effectively

One of the important tools that you’ll need to keep yourself organized is a method for both planning your activity and measuring or tracking results. It didn’t exist so we designed a sample, entitled MY DAILY ORGANIZER.

A completed sample follows on page 19 and a supply of this tool can be found in the Toolbox at the back of this book.

This is not a straitjacket, or report that you have to submit to management. It’s a valuable working tool to keep you on track, to instantly advise you if you get off course. It’s simply an activity scorecard that helps you balance your energy calls (prospecting) between face-to-face calls and telephone, keeps you focused on one area of your territory each day (to eliminate wasted travel time.)

Most importantly, it is your track record to greater success, since it should be summarized and monitored on a weekly basis.

To use it is easy. For example, if you’ve zoned your territory into five areas, simply block out five Daily Organizers and designate (label) one for each area. When prospecting, put checks in the appropriate boxes (spaces) for each call.

DIALS should be counted every time you make a prospect call (initial call or follow-up to decision-maker you didn’t reach before) regardless of whether or not he/she is available.

HITS occur when you actually speak to a decision-maker (initially) to “sell” the appointment.

APPOINTMENTS/PRESENTATIONS are complete sales calls you make either by appointment or on-the-spot.

The other boxes and columns should be self-explanatory.