Even a plane with the most sophisticated computer system need to be receiving feedback and correct their path 90% of the time before they arrive at their destination. Similarly, every insurance agent or financial advisor, need regular feedback to ensure they are managing their activities in alignment with their goals. Once we have a plan in place, we will need to closely keep track of our activities to determine if we are veering off course and how fast it is common amongst agents to find that the Year is coming to an end and they are still very far from their income goals. As a professional salesperson, you need to know exactly where you stand in terms of your plans all the time. At the beginning of each week, write down the number of approaches and appointments you plan to perform each day. You will need to align the activity goals with the plans you have arrived at in the previous slide.

You may also need to adjust upwards a little to factor in cancellations and no shows Then, as the day passes by feeling the actual number of activities performed for both approaches and appointments on the column titled sales right in the category of products you plan to sell. Then on the plane column forecast the amount of premiums case count and commission at the end of the week, right in the actual sales that was made. By keeping track of your activities, you will be able to see if you have performed the necessary activities needed to achieve your income goals for the year. If discrepancies are discovered, it could be an opportunity to review your activities or decide if specific training is required in certain areas of the sales process.