LJ wrote a line in The Road Less Travelled chapter of his memoir that every sales manager should hang on the wall: most people quit too soon and don’t track their progress.
Those two things are connected. When you don’t keep score, you can’t see yourself getting better. When you can’t see it, a slow week feels like proof you’re not cut out for this.
Why Tracking Changes Everything
Sales pays late. The calls you make this week turn into appointments next week and deals the week after. A rep who only watches the paycheck sees nothing for weeks and gives up right before the habit pays off.
A rep who tracks sees the early signs: more conversations, more appointments set, more shows. They know they’re winning before the money proves it.
Keep It Simple
- Track three numbers every day: conversations, appointments and sales.
- Look at the week every Friday. Compare it only to your last week.
- Write down one win every day, even a small one.
The road less travelled isn’t harder. It’s just longer than most people are willing to walk.
One Step This Week
Print the free Daily Tracker, fill it in for five days, and look at it on Friday.
Want This Coached on Your Floor?
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