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5 Keys to Building a Dynamic Self-Management Sales System

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1) Identify Your Essential Competencies and Performance Metrics

If I asked you to list all the essential competencies that you simply are on top of things of – those that are critical for you to achieve success in your sales position could you be doing it?

For example

Essential Competency or not?

” Converting conversations to appointments? (yes it is)
” What about filling out paperwork? No! (That’s a related task)
” What about the closing ratio? (Sure it's .)
” Degree of success in turning a primary appointment into an opportunity? (absolutely)

Get the picture?

Now, if you truly want to adopt a self-management system that will work FOR you – not against you, you initially need to “access” what's an important competency and what’s merely a related competency.

To do this, sit down and list any sales metrics and performance numbers inter-related to your competency numbers and your required revenue results. (Hint: “Sales Cycle” and “Average Revenue” per sale are two.)

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