“What gets measured truly gets managed. When you manage your sales effectively, you manage your success masterfully.” – Meshell Baker in today’s Tip 1795
What sales metric will you measure daily to boost your success?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:
Meshell Baker: Hello. We’re talking about your path to profits and why metrics matters. Today, I want to share with you a powerful tip that will transform your sales approach starting today. We’ve all heard the phrase, What gets measured, gets managed. But have you ever truly considered how this impacts your sales success? Today, I’m going to share with you three takeaways and one immediately implementable tool to help you to begin measuring for mastery.
Takeaway number one. Measurement drives action. When you consistently measure your sales activities, you’re not just collecting data, you’re setting yourself up for success. Research shows when you measure something, the probability of you acting on that information skyrockets. It’s like having a roadmap. You’re far more likely to reach your destination when you can clearly see the path of where you’re headed.
Takeaway number two. Visibility equals accountability. By tracking your progress, you create visibility for yourself, for your superiors, and your team. This visibility leads to accountability. When you can see what’s working and what’s not working, you can take decisive action to course-correct or double down on what’s bringing results. Without measurement, you’re basically flying blind.
Takeaway number three. Consistency is king. It’s not enough to measure occasionally. Consistency is the key. Your regular measurement creates a rhythm of success. It allows you to spot trends, adjust your strategies, and ultimately improve your outcomes over time. Remember, small improvements lead to massive gains in the long run.
Now, Harvard Business Review did a study, and they found that companies that focus on sales activity metrics see a 28% higher revenue growth than those that don’t. That’s a game-changing difference driven by something as simple as paying attention to your numbers.
Ask yourself, what would a 28% higher revenue growth mean to my commission?
Now, what you’re going to be able to do with this immediately implementable tool starting today is commit yourself to measuring one critical aspect of your sales process daily. Whether it’s the number of calls made, the follow-ups completed, or the deals close, choose a metric that matters to you. Then create a simple sales dashboard. You can use a tool like Excel, Google Sheets, or if you have a dedicated sales software, track this personal key performance indicator.
And next is set aside five minutes at the end of each day to capture your activities, and then 15 minutes at the end of each week to review your metrics, assess your progress, and adjust your strategies accordingly. This set-aside time, add it to your calendar. That way, you are ensuring that you have the time and the space for this small habit that will lead to significant improvements in your sales performance.
I want you to, as you have listened to this, remember, what gets measured truly gets managed. When you manage your sales effectively, you manage your success masterfully.
A quote by Cynthia Goods states, Sales success comes after you stretch yourself past your limits on a daily basis. I look forward to hearing about and seeing that you have reached the top of your sales dashboard within your organization. Have a great day selling.
Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1795. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!