1) Identify Your Essential Competencies and Performance Metrics
If I asked you to list all the essential competencies that YOU are in control of – the ones that are absolutely critical for you to be successful in your sales positioncould you do it?
For example
Essential Competency or not?
” Converting conversations to appointments? (yes it is)
” What about filling out paperwork? No! (That’s a related task)
” What about closing ratio? (Sure it is.)
” Degree of success in turning a first appointment into an opportunity? (absolutely)
Get the picture?
Now, if you truly want to adopt a self-management system that will work FOR you – not against you, you first have to “access” what is an essential competency and what’s merely a related competency.
To do this, sit down and list any sales metrics and performance numbers inter-related to your competency numbers and your desired revenue results. (Hint: “Sales Cycle” and “Average Revenue” per sale are two.)
2) Diagnose Your Business on a Single Sheet of Paper
If I ran into you...
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