Rich here with Summit Life Group. Today, I want to talk about one of the most important things you can do to improve in sales—specifically, tele sales for life insurance—and that’s tracking your numbers.
You’ve probably heard this before, but after working with so many agents, I can tell you that tracking numbers is an area where many agents fall short. They simply don’t track and understand their metrics, but if you want to improve, you must learn to do this.
There’s a saying I love: “That which is measured can be improved.” When you measure something, you’re naturally driven to improve it. Tracking helps you identify where you need to grow and where you’re struggling, allowing you to make adjustments along the way.
Tracking for Success
I’ve learned so much about tracking from my business partner, David. He loves to track everything throughout the sales process, and it’s something we’ve been doing for years. Not only do we use CRM systems to generate reports, but we also go the extra mile by tracking various metrics manually.
For our agents, we provide tracking sheets and offer training on how to use them effectively. We show them what to track and why it’s important. Tracking your numbers allows you to see where you specifically need improvement and gives you insight into why things may not be working. For example, are you struggling at the beginning of a sales call, or is the issue coming at the close? Tracking metrics can help pinpoint these areas.
Why Agents Fail
A common reason many agents struggle is that they don’t realize how little actual work they’ve put in. If you’re not tracking your progress, it’s easy to fake yourself out. You might think, “This business doesn’t work,” but the truth is, you didn’t put in enough effort to even maintain a part-time job! Without tracking, you can easily believe you worked all day when you might have only done an hour of productive work.
Tracking will keep you honest. It shows you exactly how much activity you’re putting in, and it also gives you something to be proud of when you hit your targets. Even if the results aren’t there yet, tracking helps you understand where you need to improve and how to move forward.
Key Metrics to Track
As a salesperson, you should track:
- How many leads you’ve worked with
- How many sales calls you’ve made
- How many presentations you’ve given
Knowing your numbers helps you go out and get a sale repeatedly. In the short term, results may vary, but over time, your numbers will even out, and you’ll be able to predict what it takes to close a sale. Tracking helps you improve your own performance, scale your business, and even plan for hiring and growth.
The Discipline of Tracking
You don’t need to be a math whiz to track your numbers; you just need the discipline to do it. Tracking will give you the insight you need to improve and get better at sales. That’s why we make tracking a key part of what we teach to agents.
Join Summit Life Group
If you’re an independent life insurance agent and you’re looking for an agency to partner with—especially if you want to learn how to sell over the phone—Summit Life Group is here for you. We specialize in tele sales, and we train agents daily to help them grow and scale their businesses.
If you’re interested in learning more, fill out the link below to get more information about Summit Life Group and see if we’re a good fit for you.
Have a great day!
Join us: slgteam.com