In this video, I’m resting in our warm tent at Camp 1, at 19,800′ in elevation, after an arduous day of climbing. Phil flips on the camera and checks in with me. “How do you think about your performance?” he asks.
I answer, honestly, “I’m always going to be slow, but I think it went pretty well…” Then I mention, “We shaved an hour off our time from last year, which is good.”
Why are we talking about this?
Because, on Everest, “tent talk,” or evaluating your performance often and honestly can be the difference between life and death. If you’re struggling, you must quickly identify WHY and correct the issue, or you and your team could run into major problems.
A little excerpt from Conquering the Seven Summits of Sales:”Metrics allow us to evaluate results and make necessary adjustments and course corrections. In climbing, we keep journals. In sales, we use dashboards and scorecards to keep us on track.
Jay Tyler, (my coauthor’s former district sales manager at Xerox Corporation) puts it this way: “You can only manage your attitude and activities.” Activities constitute your daily “to do” list. Review this at the beginning and end of each day. Did you make as many prospecting calls as you planned? Did you check in with all of your prospects? Don’t fool yourself. If you fall short one day, then you must double up the next.
“Peak sales performers constantly measure everything: the number of face-to-face meetings with clients, the number of new contacts developed each week, quota achievement, and pipeline opportunities…”
—Anthony Orlando, senior vice president of CA Technologies”