This is a very helpful tool to measuring the underlying activities that produce sales success and business referrals.
I have had the opportunity to use and share this tool many times with great success. It focuses your daily action on the primary activities that support making a sale. Although you can never control the outcome of any single engagement, you can control your activities that lead to those doors of opportunity being opened.
Use this tool for 30 days and see if it is not dramatically increase the number opportunities that you are able to develop.