One thing I love about coaching is sharing in my client’s success. Today was a special day. Bill called me all excited: He just received two PO’s that enabled him to achieve his goal for the entire year. That means that in less than three months his sales were now equal to his boss’ expectations for the whole year. How did he do it?
Bill has a lot of good qualities. He plans well, works hard, and knows how to maintain a sense of humor and positive attitude. He also knows how to plan a clear, detailed road map to his goal and get there one foot in front of another. He knows his goal and he knows the type and amount of activity needed to get there. It is not guesswork. He has figured it out through his consistent tracking. Sounds simple, but I find that most sales professionals have no idea of the amount of activity and planning it will take to get to their goals. Not surprisingly, they usually fall short.
Here is an analogy: Last month I had knee replacement surgery. For those who have had this procedure, you know that there is much rehab and physical therapy needed after the operation. If we aren’t disciplined in our exercises, the scar tissue will become stiff in the knee, and we will walk with a stiff leg the rest of our lives. So, we do the exercises! The PT knows just what activity we need to do and to what intensity we need to do it. If we diligently stay with the program, our knee will be fine.
Think about our sales strategy. Like the PT, have we developed our own strategic road map to our sales goals? If not, there is no time like the present. Like Bill, take the time to map out your strategy in detail and employ a daily discipline to stay with it.
