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As you can see from the following chart, each category leads you to the next step in the sales cycle. If you don't have leads, you can't make calls; therefore, you can't schedule meetings, and so on. It's important to note that, any time you positively impact the activity required to reach the next step, or increase your average commission, you improve your effectiveness and productivity. Just increasing your numbers may not be the best course of action. The old adage — work harder and smarter — certainly applies.

Working smarter may mean taking an objective look at your skill level. For example, on-profile referrals are much more effective than raw names. Improvement in your referral techniques can help you increase your effectiveness. Improving your prospect profile or fact-finding techniques can reduce the activity you need to reach certain sales goals. To make sure you're working as smart as you can, identify the skills that may need improvement. To do so, rate yourself according to the skill level you feel you possess.

Sales Activity Goals

The "My Activity Goals for Year _____" worksheet, from Chart Your Course for Success & Business Records, allows you to project the weekly, monthly, quarterly and yearly activity it will take to meet your sales goals, based on firm standards, or your past year's performance.

Begin by entering your First-Year Annualized Commission goal. When you divide this number by last year's Annualized Commission per Case, you get the number of paid cases you will need for the year to meet your goal.

Break this number down to quarterly, monthly, and weekly totals. Determine the number of on-profile Referred Leads, Initial Meetings, Cases Opened, Closes, Business Lunches, and Fact-Finders needed to meet your goal, then break that down into quarterly, monthly, and weekly totals.

Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.