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Your general agent or trainer will measure performance with production and sales activity goals. A key part of your accountability and activity management is reviewing the results to see if you're reaching your goals. Activity reviews are only useful, though, when based on valid information. Thus, you need to maintain complete, accurate records, and discuss them during regular meetings with your general agent or trainer.

Planning, activity monitoring, and record-keeping enable you to control your activities at each step of the sales cycle, from prospecting to client-building, and keep track of the results to make sure you're on target. It also gives you a way to continually evaluate and refine your activity ratios. Thus, you can determine what prospecting sources or methods are most productive, for example and which sales approaches, presentations, closes, and cross-selling techniques work for you.