Productive vs. Busy – how do you know?

56 dials

25.58% phone time

4 new opportunities

$15,109 revenue

Too often I talk with inside salespeople who get caught up in a frenzy of behavior  tracking. Why? Because that is what their sales manager is talking with them about.

Now the numbers I’ve posted only give part of the picture AND they happened on four different days!

  • 56 dials, resulted in 20% phone time, 3 opportunities, and $0 in revenue
  • 25 1/2% phone time came from 15 dials, 1 opportunity found, and $39 booked
  • 4 new opportunities were found in 15 dials, on the phone 15%, and placing $1,355 in orders
  • $15,109 came on a day with 18 dials, 18% phone time, plus 3 new opportunities.

Why am I telling you this? What does it mean?

If you are caught up in the activity – instead of focusing on the results you want, you are being busy instead of productive.

Today, think first about the result you are looking to have happen. BIG PICTURE first (what one of my bosses called the “10,000 ft. view”), now imagine you’re able to zoom in like on google maps;

What is the first destination you have to reach on your way to the BIG goal? (Staying with the map analogy – to drive from Boston MA to Chicago IL, where am I going to stop for the night to rest?)

 What is the most important thing I need to do to end up there at the end of today? (Perhaps it is as easy as – get in the car, fill the tank with gas, hop on interstate 90 WEST and drive)

Now that you have played along – how are you going to measure those actions today? Those are the behaviors and things to keep track of (keeping the gas gauge off E, making sure to continue westward bound travel, seeing if my time estimate to my first destination is still on track throughout the day).

Now the most important part – do it.

My April 8th post was about the Inside Sales Behavior Pyramid… I’m not going to rehash that today – if this topic resonates with you, you may want to check it out.

Once you’ve determined your first destination; scroll down, register, log in, and let us know where you’re going AND what you’re doing today to get there.


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