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On our journey to success we must track our activities and be accountable to ourselves and others to reach our goals.

As Jeff Olson, in his book “The Slight Edge,” teaches, “The truth is, what you do matters. What you do today matters. What you do every day matters. Successful people just do the things that seem to make no difference in the act of doing them and they do them over and over and over until the compound effect kicks in.”

It’s not enough to rely on memory to track how well you are doing with the high-paying activities that make you successful, so I recommend using a tracking system to tally your activities. In my experience focusing on doing the activities will bring the results I seek.

A well-known fact of sales and marketing is the numbers over time matter. If you make two NEW exposures to your product every day, you will touch enough people to bring one who will have interest. Then there is an exposure process I call a “Drip System.”

This is dripping educational material on that prospect until he buys, dies or tells you to go away. This drip system should be automated. There are many software systems to help you do this if you don’t already have one. Assuming we have automated the drip process, our two high-paying activities are making exposures and follow-up and putting interested prospects into our drip system.

Now, imagine a month calendar where we write the total number of each of those high-paying activities — we simply enter the total number of exposures for the day, and the total number of follow-ups that result in adding them to our drip system.

Let’s say we have a product sales goal to have $20,000 in volume for a month. If the product costs $80 each, you need to sell 250 items. If we assume only one out of every 10 exposures brings an interested prospect and only two out of 10 of those will buy after five to seven exposures from the drip system, then we need 12,500 new exposures in that month. If you’re all alone that means you need over 500 exposures each day, or you can have a team of 100 working with you so that you each only need to do five every day.

A manager must make sure his/her team is accountable for each of those five exposures a day, so reporting weekly is critical to the success of the team. Each person only needs to focus on his/her own five exposures each day and report them to the team leaders. This will assure the goal is reached for the entire team. If only one falls short it affects the entire team, so remaining accountable to make sure you do your part, and report your activities to your team, is important to your success.

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Randy Martinsen is the president/CEO of BudgetWorks Inc., a full-service marketing and business operations consulting firm. He can be reached at 707-206-6443 or randym@budgetworks.net.

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