Keep records of your time and sales results.

I have just finished a very disappointing meeting with a planning consultant.

We met to produce a plan that would generate leads for his practice.

Prior to the meeting I asked him to review his records. I was hoping the information he held would help us to appreciate what had and had not worked for them in the past.

Sadly he reported that no real records had been made, so we really didn’t know what had worked for him.

So no information, no lessons learnt and no real feel for what to do next.

Eventually we manage to create an approximation of what had actually happened over the past 12-18 months.

Surprisingly, he had been very proactive in terms of prospecting, but had wasted endless amounts of time and money trying to develop relationships with people that had no ability or intention to place work with him.

So we created a simple score card.

Out of a total score of 10, anything that scored 4 or less we would decline, 5 to 7 we would ask a lot of questions prior to committing to invest our time, 8-10 we would respond fully.

So keeping records really does help you to understand what does and does not work for you.

If you haven’t got a simple system for keeping adequate records you know a man who does!