This is an interesting question because most people will tell you to track sales results. Okay, it is true you need to track sales results to keep score on your progress and sales skills development. However, this a “lagging” indicator meaning it is after the fact and tells you nothing about the future.
Others will tell you to track activities necessary for sales results. Again, this is something you may need to track – especially if you are selling small or one call impulse purchases. Tracking things like number of phone calls, contact with decision makers, appointments with decision makers, presentations to decision makers and sales closed. These are great for transactional selling – making a sale – rather than gaining an account.
So what should a B2B sales person track? How about this…