The Ultimate Equation for Sales Success

Ever see the quote "Activity equals results..." While technically this is true I believe the equation to be a bit more complex than this. I would love to explain.

I see the equation for true sales success looking something like this:

ACTIVITY X EFFECTIVENESS = SALES SUCCESS

I would love to take a shot at explaining the difference between the two.

Activity as a seller is 100% in your control. You have to make a choice to make that extra call, send that extra e-mail or go the extra mile. At the end of the quarter it will always pay off. However, as a seller it's up to you to fill your time driving to the number. So we often think about more simplified formula of Activity = Success. I think Activity will improve performance and allow each seller to have better outcomes, but it's not standing alone as the only characteristic.

Now, let's talk about effectiveness for a second. I want to use the analogy of a golfer with a 10 handicap. They may say I want to be 5 handicap, but without improvement to core skills, training, feedback they likely will never get there. We all make mistakes, but the top performers will always be looking for feedback, they will review lost deals, understand what's working from a messaging perspective and look to drive improved performance.

So it's simple, pump your activity, look for mentorships inside and outside your organization to help you improve your game. If you do both with rigor, you will find yourself sitting on a beach sipping a cocktail at Presidents Club.

GOOD SELLING