I had an interesting thought about activity that surprised a salesperson.
the self professed “interesting” is based on their statement that they’d NEVER thought that measuring activity was for them.
In many ways the results of sales are NOT only based on your skills and ability – the results depend on the actions of MULTIPLE people in your prospect and customer organizations.
Some of those actions are completely out of your control; money & priority to name a couple.
Which means that even if your product/service/solution are a perfect fit… your company is their choice… NO one has ever made commission from a deal that is never done.
It’s FRUSTRATING even reading that (at least to me).
Which is where measuring activity comes in.
The majority of “behavior” and “activity” measurements are completely within the salesperson’s control (excuses aside).
Dials – Conversations – Opportunities Identified… whatever they are in your organization are for you to track the things inside your control – that when added up put you into MORE positions to get the results you’re looking for.
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