You can’t track what you don’t measure.
You can’t improve an area if you don’t know your numbers. Plain and simple.
If you want to improve your free throw percentage, shouldn’t you track the number of made free throws divided by total number of attempts?
Here are 5 metrics that you should know and track at all times in sales.
1. How many sales calls did you make (Calls)?
2. How many people did you catch live by phone or email (Conversations)?
3. How many conversations led to appointments or meetings (Sales Appointments)?
4. How many proposals did you generate from those those sales meetings (Not every meeting should result in a proposal.)
5. How many proposals turned into new clients (Sales)?
I know my 2011 and 2012 sales numbers. Do you?
If I know that I need to do A, B, and C to get X, Y, and Z, then if I want my personal sales and income to grow, I simply need to increase my sales activity on the front end to achieve these goals.
You can’t control the weather, the economy, or other people. BUT you can control the number of sales calls that you make that lead to sales meetings.