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Many professionals lack clarity about their results because they have failed to engage in strategic planning.


Confusion in business creates poor sales results and a continual drain on the bottom line.

From not knowing the purpose of business, to executing actions that aren’t in alignment with the overall strategic plan, these disconnects impact productivity, especially sales.

One of my mentors once shared with me these wise words that I now use with my clients: “People confuse motion with progress; activity with results.”

Work Smarter Not Harder

Since productivity is the action necessary to secure positive business results, the businesses that suffer from this confusion work much harder and not smarter.

For example, business to business networking is a great marketing strategy for many small business owners.

They are busy moving from this networking event to that one while actively collecting piles and piles of business cards.

So, what do they do with all of this motion and activity?

Do they have a plan in place to immediately reconnect with those viable and even not so viable leads?

Are they tracking their progress specific to their business goals within their business action plan?

From my experience as a business coach, I can tell you that 80% to 95% of small business owners lack a plan and are clueless about tracking ALL of their results.

These individuals are playing “Captain Wing It” and flying by the seat of their pants.

Spraying and praying is the best way to sum up their activities and, unfortunately, poor sales results.

Marketing is an area where there exists a lot of confusion. From paid advertisements to websites, there is a whole lot of motion going on with a lot of activity, but which marketing vehicle delivers you the best results?

Then there are sales (or selling) depending upon where one is within the sales process.

Are you really marketing and thinking you are selling? Is all this motion truly securing your progress?

Maybe it is time to stop and truly invest the time to analyze all of your motion and all of your activities.

Ask Yourself:

Am I making true progress toward my sales goals or other goals?
Am I securing the sales results I need?

About the author

Leanne Hoagland-Smith

Leanne Hoagland-Smith

Leanne Hoagland-Smith has over 25 years in sales. Her true joy is selling and…

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