One of our three key areas to balance is what we call behavior. Behavior should not literally be how we behave, rather it's the critical habits, and activities needed to push sales forward. Logically, behaviors are things like, requests for referral’s, prospecting calls, appointments scheduled, face to face meetings held, closing sales, and any other specific activity that can be tracked and would lead up to an eventual sale and revenue.
How do you monitor your behavior? How do you determine what is the correct amount of behavior to be doing? Recently Sales Concepts invested in some new technology to help both our own organization and potentially our clients to maintain a healthy understanding of this behavior. Most salespeople need assistance when it comes to tracking and managing behavior. Accountability is often a missing link in developing the habits needed to achieve consistent success.
Do you have a realistic plan for your activity? Are you consistent with those habits? Do you know where to focus the training or management help to improve your performance? How effective are your sales tools to stay on task and how well have you structured a support system to make sure behavior happens? Ask yourself these questions or call Sales Concepts for help at 440-575-7000.
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