Early in my sales career I knew that if I was wanting to execute so many transactions each year - it would require a heightened awareness of my monthly, weekly and daily activity.  

I recently came across my first sales journal right out of college.  The year was 1992 and with 35 weeks left in the year from when I got this job - I knew that if I was to hit my personal goal of 75 new accounts - I needed to secure on average 2.14 new accounts per week (I rounded up and set a goal for 3).  I knew based on the number of calls I made each day (20), I would set 14 appointments per week, which would result in 7 face to face meetings and 3 new clients, and because of the nature of the product we sold - I had to factor in the number of new accounts that wouldn't be complete and that would bring me close to my 2.14 new accounts per week.  

I tracked my progress daily, weekly and monthly - at the end of the first 11 weeks I knew I needed to adjust my number of calls to increase my face to face meetings - but that adjustment was just fractional AND with just a 20% increase in daily activity - I increased my income goal by more than 30%!

If I hadn't taken to heart a message from my pop - the best relationship sales person I know - when he said, "...babe - winners keep score,"  I might not have been so quick to adjust and not only get back on track - I got ahead.

Are you keeping 'score' in your business and personal life - how are you doing with the commitments you made?  Adjust now, get back on track and see what magnificent things will happen for you.

Debbie Whitlock is the Managing Director for the eWomenNetwork Bellevue/Seattle Chapter - with more than 20 years of sales and relationship development experience - she helps members set, track and attain their goals.    You can tune into her national radio program, Femme Finance every Friday from 9-10am Pacific in the Seattle area on AM1150 or online at www.imthankful.com.  For more information about Debbie visit her website - www.debbiewhitlock.com