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Small Compass Sound Sales: Having A Road Map To Reach Your Goals

By Mark McGlinchey - Written by Compass Group Solutions Founder Mark McGlinchey, this article first appeared in the Indianapolis Business Journal

Sales Tip

A career in sales is a journey and, hopefully, the journey has meaning because you have a destination. Developing a good road map goes hand-in-hand with your life plan. Your road map will to tell you how to get where you want to go and achieve what you want to achieve. It will direct and monitor your behavior, and keep you moving in the right direction on a daily basis.

Road map is execution. It’s taking well-conceived goals, or a plan, and putting them into action. A road map is worthless without a destination – and vice versa. I have three simple habits which I use on a daily basis to stay on course.

Habit # 1: Just Do It!

Stop all procrastination – NOW!! If there is a duty or a task you planned to do tomorrow or an hour from now, yet you could do it now, do it. Procrastination is a virus that keeps growing and growing. The more you procrastinate now, the more you will procrastinate in the future. Every human being has one thing in common, we were all given the same amount of time in a day. Bill Gates, the wealthiest man in the world, has 24 hours in his day. Unsuccessful people also have 24 hours in their day. Therefore, success and accomplishment aren’t based on time, but rather how we use our time.

Habit # 2: Above the Line

The “trouble line” stretches from 8:00 a.m. until 5:00 p.m., Monday through Friday. The trouble line represents the forty hours each week you have to be on sales calls or prospecting for new business. There are only three ways to be above the trouble line:

  1. Being on sales calls with prospects or existing clients to develop new revenue.

  2. Using the phone to set appointments for sales calls.

  3. Networking with a third party (referral) in order to meet a new prospect.

These are the only activities which put you above the line. Other activities, such as: writing proposals; preparing quotations; developing sales and marketing materials; research; and product education may be necessary or have a purpose. However, these activities do not directly produce new sales or new revenue, or they could be accomplished outside the 8:00 – 5:00 time frame.

How many hours each week are you above the line – either on the phone or in front of an existing customer or new prospect discussing a new sale or new revenue?

A few years ago, a client determined he was spending roughly an hour a day above the line. He was in straight commission sales and his annual income  was stagnant. He made a personal commitment to be above the line 3 hours per day, or 15 hours per week. After consistently achieving this goal,  his income increased 600% the following year.

There is a huge correlation between sales productivity and time above the line. Simply put, above the line time leads to more sales and more revenue. Honestly assess yourself to determine how many hours you are above the trouble line each week. Then, make a commitment to yourself to increase your time above the line.

Habit # 3: Daily Journal

Begin keeping a daily journal to use at the beginning and end of each business day. The journal is simple and should take only 10 to 15 minutes per day. However, it will be a valuable tool to help you honestly assess your daily activities.

When your business day ends, take a few minutes to work on your journal. The first section is action items for tomorrow. These can be both business and personal. What do you need to do tomorrow? What tasks do you want to accomplish? This section is not a huge laundry list or daily planner detailing every minute of your day. Rather, it is a snapshot of two to eight things you need to get done tomorrow.

Next, review and recap the time you spent above the line today. How many hours and how many minutes were you engaged in an activity which could lead to new sales? Did you meet your personal “above the line” goal?

Finally, write down the most valuable thing you learned today. Generally, it will be about business but it doesn’t have to be.

Now, first thing tomorrow morning review your journal and remind yourself what you want to accomplish today. Using these three habits will put you on the right track to increase your activities and improve your sales results.

 

Keywords: Sales Professional Road Maps, Reaching Goals, Sales Tips, Sales Professional Development, Sales Leadership Development, Sales Management Tips, Sound Sales, Sales Consulting, Compass Group Solutions, Mark McGlinchey


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