Know Your Numbers Acheive Your Goals

Activity equal success, however what type of activity? If you’ve read my column over the past three years (you’ll find the archive of 60 plus articles in the Herald if you search Debbie Mayo-Smith here in the Herald online), you’ll know how important developing a database and working it is for your business. There’s always so much more business waiting for you with your existing customers than you can imagine. This avenue of new business  is a far easier route to take than trying to always develop new prospective ones.

However people, from financial planners to real estate agents; from plumbers to account managers; from hair salon owners to business coaches (I think you get my drift), often don’t know how to put their activity in perspective to reaching their income goals and sales targets. Plus all the daily interferences like email, meetings, administration take time away from the core activity of producing that income and meeting targets.  Put the new ‘in thing’ of social media into the mix and there’s a real condrum of how to spend your time achieving your goals.

If a business wants a million dollars in turnover. An insurance broker wants to earn $200,000 next year or a sales person has to reach a $6 million dollar target – what does that actually mean to them in terms of their daily activity?  

You can take what might seem an enormous undertaking  -that income / sales goal and break it down into a daily (or weekly if you prefer) working plan by spending some time working out your numbers.  Knowing your numbers translates into a daily to do list that accomplished, will enable you to achieve, even exceed your targets.

Here’s a simple example of how to work out exactly how much time you need to work on sales each day to meet your sales target. It’s assuming you’ve decided to split your activity evenly between new and existing customers.
What do you think of this exercise?