Imagine for a second, you’re watching your favorite college football team, or your favorite team from any sport. There is only two minutes left in the game, tensions are running high. The score, who knows to who knows? Unfortunately, no-one was keeping score. How about your favorite player, his or her stats were, who knows? Again, no-one was keeping track.
This probably wouldn’t go very well for anyone watching. We would never tolerate not knowing the score, and the players wouldn’t tolerate it either. However, this is the reality I see so many sales professionals in.
All too often you ask a sales professional the score, or their stats, in their career, and they stare at you with an empty look on their face. What do I mean by the score, or stats? For a sales professional these are things like prospects, appointments, rankings, etc. How many calls do you have to make to get a prospect? How many prospects to get an appointment? How many appointments to get a sale? These are the essentials to any sales professional’s career. Yet all too often they are not keeping track of these vital statistics, the score.
Measurement is simply feedback that provides you with valuable information regarding the effectiveness of our actions. To be great you will need to measure your progress and results. I encourage you, know the score.
“If you can’t read the scoreboard. You don’t know the score. If you don’t know the score, you can’t tell the winners from the losers.”
Warren Buffett
Published by jeremylpeterson
At the core of what I do is helping people and working to have a significant, positive impact on the lives of our financial representatives and our clients. In my current role as an Agency Manager I am responsible for the selection of qualified financial representatives in not only Reno and Sparks but all of Northern Nevada. Besides recruiting I take a great deal of pride in the training and development of each one of our representatives. While my ultimate goal is to have each representative be in business for themselves, I never want to leave them in business by themselves.
I have developed a leadership style focused on mastering the fundamentals, hard work, and fostering a spirit of collaboration. As a team we rally around creating our most amazing future with these shared core principles:
- Believe that success is not an accident
- Have a purpose and act with intention
- Focus on solutions
- What you do everyday matters more than what you do once in a while
- Together each achieves more
I find it so rewarding to help other people be successful, and I am particularly passionate about helping them achieve more than they ever could have imagined not only in business but in their personal lives.
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