An Olympic sprinter doesn’t look at the clock while they’re running. They’re focusing on what matters, each step they take. Their official time is the end result of this focus.
The same applies for a football team. The players concentrate on what they need to do to be successful. The score on the scoreboard is the result of them focussing on what needs to be done to gain success.
Unfortunately, when they’re in a sales team, people seem to forget this logic.
Sales Managers often talk about sales budgets and concentrate on the outcome in discussions with sales people, i.e. they talk about sales achieved.
However, spending your time talking about sales budget numbers is looking at things from the wrong end.
Sales people who ensure that their lead generation and other sales activity is maintained and who value monitoring the number of cold calls, telephone calls and customer appointments, are the people who are measuring what matters.
The sales results will always follow, as long as the right numbers are going into the top of the sales funnel.
The field of sales is, after all, a numbers game. Putting big numbers into the machine will increase your chance of seeing big numbers coming out.
Lead generation and other sales activity is the only statistic worth measuring and monitoring within a sales role.
The sales results – the results that pay the bills – will take care of themselves