Know Your Statistics

You can't improve what you can't measure. As a salesperson, it's vital that you keep accurate records of all necessary stats - UPs, demos, T.O.s, write-ups, sales, gross, closing ratio, etc. Having good information will help you determine what you're doing well; but more importantly, it will highlight areas where you can improve. So if you're talking to 50 people in a month, but only demo 6, you know that you need more work on your demo skills.

Here's how to stay on top of your statistics:

• Before you start your month, figure out what you need to do in order to reach your income goal. Use the sample chart below (taken from the first tab of the Daily Gameplan book) to help you out.

• Update your information daily, keeping it consistent and visible so you always know where you stand in relation to your goals.
  
• At the end of the month, calculate your statistics to get a good idea of your strengths as well as your weaknesses. Learn from this information and make the necessary adjustments for next month.