*“Each fighter needed to be at or below the 164.5-pound limit or they would face a $1 million penalty that would go directly to their opponent.”*

**EXACTLY**how much they weigh before they go to the weigh in.

**EXACTLY**,to the

**OUNCE,**they might be accurate.

**MIGHT**be accurate.

“What gets measured gets managed.” – Peter Drucker

**Knowing where you are at EXACTLY has everything to do with sales and the stakes are easily worth OVER $1 MILLION DOLLARS over the course of your entire career.**

**EXACTLY.**

“The easiest person to fool is yourself.” – Richard Phillips Feynman

**Here is an Easy System To Ensure You Are Not Faking Yourself Out:**

**I once met a Sales Rep named Damian over a decade ago. And I saw him making tally marks on a piece of paper. And I asked him what he was doing.**

**Here is what this simple Tally System looks like on a sheet of paper:**

**Daily KPIs I tracked**

- Amount of phone calls made = S
- Amount of presentations scheduled = DS
- Amount of presentations presented = DP
- Amount of proposals created = Q
- Amount of agreements sent via DocuSign = DS
- Total revenue for the day – This is a number CRM actually easily tracks on it’s own 🙂

**Once I made tally marks for each of these activities on a sheet of paper I’d count them up and put the final number into a spreadsheet that looks like this:**

**It’s valuable to track every activity you take because there are only a few basic ways to double your sales and they are:**

**Double the number of leads you receive.****Double your conversion rate.****Double the amount of activity you take.**

For this blog post we are going to focus on activity.

How much is one phone call worth to you on average?

How much is one demo or presentation worth to you on average?

Do you know?

What if you knew that one phone call was worth 30 dollars on average or 50 dollars on average, how hard would it be to pick up the phone?

And

What if you knew that one presentation was worth 700 dollars or 1000 dollars?

How hard would it be to put yourself in a peak state for the presentation if you knew if you were paying yourself 1000 dollars per hour?

Double your activities double your sales.

Easy.

Don’t over complicate things. If you want to double your sales, increase one of the three: activities, leads, or conversion rate.

Now what if you don’t know how much a phone call is worth?

And what if you don’t know how many phone calls you make per month?

And what if you still want to double your sales?

If you don’t know the answers to any of the above questions, it’s going to be difficult to do it through activities alone because:

You won’t have the same motivation that you do when you know how much an activity is actually worth.

And

You won’t know specifically what number you’d actually need to hit to double the amount of activities and double your sales.

After you’ve tracked your activities for a few months and have a base line, here is:

**How to Reverse Engineer Your Income Goal And Determine What You’d Really Need to Do to Double Your Income:**

- Decide how much money you want to earn per year. Write this amount down. This is your
**income goal**. - Subtract your
**yearly salary** - Take the new number (
**income goal – yearly salary**) and divide by 12. Write this amount down, this is the amount you will need to**average in commission income per month**to hit your**income goal**. - Now take your last commission statement from the prior month. Divide this number by the amount of phone calls you made in the month. This is
**how much a phone call is currently worth to you**. - Now take your last commission statement from the prior month. Divide this number by the amount of demos or presentations you made. This is
**how much a presentation is worth to you**. - Take the amount you will need to
**average in commission income per month**to hit your**income goal**and divide this number by**how much a phone call is worth to you**, this is**how many phone calls you would need to make to make your income goal**with your current conversion rate. - Take the amount you will need to
**average in commission income per month**to hit your**income goal**and divide this number by**how much a presentation is worth to you**, this is**how many presentations you will need to make****to hit your income goal**with your current conversion rate.

**Here is what this exercise looks like:**

This model assumes you have plenty of leads to be able to double your activities. If you don’t have enough leads to be able to double your activities you’ll need to create a better prospecting system. (We’ll save prospecting systems for another post.)