I had a particularly important conversation with a client
this week. He has built a wonderful business that is
approaching $2 million in annual sales, and he realized that
while he works hard every day, he is unclear about what his
MOST IMPORTANT results or outcomes need to be.
Should he focus on sales or leadership? Is he supposed to be
the visionary, or is his most important job to track the
numbers and keep everything under control?
Every task has one or two KEY outcomes and it is absolutely
vital that you know what they are.
In sales, your key outcome is almost certainly the volume of
sales you make during each reporting period. But to make
that number, you have to know what the key factors are!
Over time, do you get more and better results from making
cold calls or from servicing past clients? Are you more
productive when you attend networking functions, or when you
spend time with your biggest customer? Does advertising
work, or are your sales built through long-lasting
relationships?
The answer will vary by industry, by company, and according
to your own skills, personality and interests, but it is
absolutely essential that you KNOW what your key results
are, and the BEST way to achieve them.
Keep records, talk with colleagues, read, listen to audio
programs and take classes, and most important of all, take
time to analyze what works best for you!
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