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by Marguerite Zimmerman

14 Steps to Align Your Activities With Your Sales Performance Goals

Here are some easy tips to develop your ideal work week.

  1. Start by identifying your performance goals. What do you want to achieve in this sales year?
  1. Identify your achievement goals. What you need to achieve to reach your performance goals, such as: Increasing your sales by X percentage, or a specific dollar amount of commission etc.
  1. Identify what level of activity you will need to reach your desired outcome based on your conversion goals.
  1. Identify all the various activities you do in a day. You can create a list for work and a list for home if you like.
  1. Identify which of your activities are high payoff activities (those that directly contribute to your achievement goals) and which are low payoff activities. Low payoff activities are activities you may need to do, such as driving to an appointment or administrative work.
  1. Determine how much time you believe you spend on each of your high payoff activities. Keep in mind Pareto Principle (20% of your time produces 80% of your results) when you determine how much time you need to spend on these activities in an ideal week to achieve your goals. Is it realistic?
  1. Then determine how much time you spend on your low payoff activities. Consider are there ways to reduce them? Delegate them? Abandon them?
  1. Identify in your calendar what times of the day are ideal for high payoff and low payoff activities. For instance, research shows the best time to reach a decision maker by phone is early in the morning or late in the day. If phone calls are a high payoff activity for you, you would identify these time blocks as high payoff time.
  1. Identify a color code system for your high payoff activities in your online calendar.
  1. Create an ideal work week by color coding blocks of time on a calendar.
  1. Acid test your color-coded planner. Do you have ample time set up for your high payoff activities? Have you left time in your calendar for unforeseen issues and deadlines?
  1. Once you are satisfied with your ideal week keep it where you can see it.
  1. Use your color key as you book appointments for the week or blocks of time for tasks.
  1. Compare your actual calendar for the week against your ideal work week.
About Marguerite
Marguerite Zimmerman is CEO of E=mz2 Inc. & Founder of Momentium. Her career has been dedicated to helping sales forces maximize their performance.
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14 Steps to Align Your Activities With Your Sales Performance Goals