If you can’t measure it, you can’t manage it. How would it be if a pilot flying the next plane you boarded had no dials or instruments. People in general resist any form of measurement and so do salespeople. Especially when they feel it is a ‘checking up on me’ strategy. So which category do you fall into?
- The ones who know they are winning
- The ones who know they are losing
- The ones who have no idea of the score
For those who have yo-yoed on a diet, I am sure you very rarely write down what you eat.
Those who struggle with their finances I bet almost never open window faced envelopes or reconcile bank statements.
Sales people who don’t measure prospecting or know their ratios or numbers are the ones who fall behind the 8 ball – but it’s too competitive out there to do that today.
There is a pressure that goes with measurement and that pressure is present if you have no leverage to the outcome or no worthwhile story to tell. In the absence of leverage the measuring becomes the story. Most people need some form of validation or external motivation from others, perhaps by way of accountability, which is why coaching is so popular. Others are quite content to motivate themselves if the reason and outcome they are striving for is big enough.
1. Get real by owning your standards. If you put something off, procrastinate or make an excuse then cut the BS, call it quits and just admit it will never happen.
2. Continue to gain momentum by creating a chart and post it in a visible place to highlight where you were, where you are now and where you will be.
3. Celebrate when you have reached your outcome and whilst that is something salespeople do and do well, the important component of this is self acknowledgement.
Step into your success by measuring your milestones and create an awesome story worth telling.
Be Bold and Brilliant!
Bernadette McClelland works with B2B sales people who wish to sell more, step up their sales and personal leadership skills and position themselves as industry experts.