Working Backwards From Your Goal to Get Ahead
To properly answer that, it is necessary to break down your goals to understand the level of activity needed to achieve it. Somewhat like working on your batting average and number of hits. To accomplish this you need to track a number of things, and then work backwards from your goal.
- The average length of your sales cycle
- The average size a sale
- The number of meetings (appointments if you will) during that sales cycle to close the sale.