Once you know your priorities, you must plan, then manage, the activity it will take to reach these goals. To do so, you must know your numbers. They can be determined by using the approach described in
Chart Your Course for Success & Business Records. You want to begin planning next year's activity by carefully analyzing your past performance. In
Chart Your Course for Success & Business Records, you'll find
"My Past Performance" worksheets. Completing them will give you a comprehensive look at last year's production and activity performance, plus your awards and recognition, business education, expenses, product and market analysis, and former prospect profile.
If you're a new Sales Associate who cannot base activity on past performance, consult with your General Agent or trainer and use your Activity Report to help plan the activity it will take to reach your goals. Company and industry standards usually determine first-year activity. As you become more experienced, use activity ratios based on your performance.
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