When coaching with Loral, it was always about the Cash Machine and RGA (revenue generating activities). If it didn’t generate revenue, outsource it. It’s about activity, but more importantly, the RIGHT activity.  In marketing, you might be throwing spaghetti at the wall to see what sticks, but is that the right activity? Will it garner the desired result?

Sales professionals know that if they follow the sales process, they will close sales. They also know that they have to generate the correct amount of sales activity. Prospecting must be done in earnest. Appropriate open-ended questions must be asked to probe the client and garner interest. A solution is proposed.  Follow-up, follow-up, follow-up.

It is often said that sales is a game of numbers, but that’s only true in the essence that if you dial 25 people and get 5 appointments and get 1 sale out of it, those are your probabilities. So to get 8 sales that month, you have to call at least 8 times 25 people to set 40 appointments to (hopefully) result in at least 8 sales. That’s why you have to be working on your sales activity efficiently daily.

“Consider this. If you are comfortable with the activities you engage in, then you are simply doing what you’ve already been doing, which will produce the same results as before. … However, if you are willing to do the things that make you uncomfortable  – a new activity, strategy, or developing a new skill – then you will create new results.” [Keith Rosen on AllBusiness.com]