Episode Details

Are you struggling to see the results you want in your sales? The truth is, many business owners and salespeople fail because they simply don't track what they do every day. You have to understand that sales is a performance discipline, exactly like sports or music.

If a musician stops practicing their scales or lines, their performance will eventually suffer. If a footballer skips the fundamentals like conditioning and dribbling, they become useless on the field. Sales is no different. If you aren't doing the daily fundamentals—the "revenue-generating activities"—money won't just come and find you while you sit under the AC.

Success in this field is about the law of averages. To put the odds in your favor, you must religiously track specific activities:

 * Call attempts and actual phone conversations.

 * Pricing and money conversations.

 * Issuing estimates and proposals.

 * Follow-up emails and text messages.

 * Meetings booked and attended.

While many rely on high-tech CRM systems, these tools often fail to show the "full picture." I recommend a simple, low-tech tally sheet. This is a method I used myself while working in the civil service in Scotland to ensure we stayed on course with our daily targets. By simply marking a tick for every task completed, you gain immediate visibility into your performance.

This level of tracking allows you to see if you are on an upward or downward trajectory before a problem becomes a disaster. 

Managing yourself and your team in this way can be boring and even demoralizing, but it is the only way to guarantee profit at the end of the day. If you want to perform convincingly on the "stage" of business, you must master the fundamentals every single day.