f you’re as busy and fast running as most salespeople, you may forget to keep track of what you’ve been doing. When that happens, you lose the sense of context of your sales efforts. Well, the best way to track yourself is to do it daily. Here’s a way to help you. At Sandler Training, we call it the BAGELS approach.
This is how it works:
B is for your Behaviors: Write down specifically what you completed today to get more sales. For example, did you land more appointments? Make more calls? Get referrals? Network assertively?
A is for your Attitude: What was/were your attitudes today? Positive? Indifferent? Negative? Did you give in to any head trash that prevented your moving forward assertively? Did you to remember how to deal with head trash? Keep in mind that you don’t have to like what you need to do to sell better; you just have to do it.
G is for Goals: Have you written measurable sales goals for the next 30, 60, 90, or 120 days. And have you measured your attainment or lack thereof? If you don’t write them down and measure them, you’ll not get them done. If so, how do you correct this?
E is for Evaluate: Reflect on what you’ve done in the past 24 hours to bring your sales up a notch or two. What have you not done during this time? Be ultra-frank with yourself on this score.
L is for Lessons Learned: What have you learned from your recent experiences? From your peers? From your reading? What lessons have you learned but failed to put into practice to improve your sales approach?
S is for Successes: Have you made the sales to reach your goals? Made and booked more appointments to win more sales? If you have, by all means remember to reward yourself for your work well done. Be your own cheer leader.
To monitor your sales efforts, you need a system that helps to discipline your self-monitoring.The BAGELS system will work for you to do this, if you stick with it.
Business leaders, don't forget to reserve your seat at our upcoming sales webinar on developing sales accountability within your sales team.