While doing my prospecting activities to achieve my goals, I always had a scorecard on my desk, right in front of me. After every prospecting attempt I made, I used a slash, an X, a circle, or a bubble. I was determined to track the one thing that I could control, which was my own behavior.
What I found was that it got me motivated to do more. Every time I put a mark on the scorecard it gave me immediate feedback on how I was doing. I was able to make adjustments based on what was and wasn’t working and all my ratios improved.
- I got through to more prospects
- Set more meetings
- My commission checks began to get bigger.
Tracking your prospecting activities enables you to give yourself feedback.
FEEDBACK gets you motivated.