by Duane Weber
Fitbit and Salesbits
Fitness Trackers are all the rage. I have one. Do you? Fitbit defaults to 10,000 steps as a daily goal. I have a cool gadget to track my steps and, therefore, my fitness level. The newness brought with it motivation. The first day I kept checking the Fitbit and toward the end of the day I didn’t even have 5,000 steps. Dang! That evening, for the first time in 5 years, I went for a walk and ended the day with almost 7,000 steps. To an overachiever that wasn’t going to work.
The next day, I modified my behaviors by taking three 1,500 step walks throughout the day. I also started walking up 4 flights of stairs to use the restroom (324 steps up and down.) Viola! 10,000 steps on day 2.
Because I had a goal (10,000 steps a day) and was tracking the behavior (steps taken) I was driven to achieve my goal every day. Furthermore, I modified my habits so that I could succeed. Relying on my Fitbit and establishing new habits have allowed me to consistently meet 10,000 steps each day.
This is similar to selling. Unfortunately, most salespeople don’t have a “Salesbit.” They go about each day doing what they have always done and wonder why they can’t achieve the results they’d like. Or, if they do, they can’t articulate how and it’s certainly not repeatable. Some organizations focus only on the end goal with no tracking of behaviors between the first and last day of the month.
What would a Salesbit include?
1) Set goals – What do you want to accomplish? Set goals for number of prospecting activities and the results you want to achieve like sales or gross profit. Don’t go overboard. 3-5 activities are enough.
2) Establish your baseline – Start tracking your sales behaviors (leading indicators like phone calls, walk-ins, referrals, new business conversations with existing customers etc.). Also track your results.
3) Adjust as necessary- By regularly monitoring your behaviors and results you’ll be able to adjust your behaviors accordingly. Most likely you’ll find that you need to incorporate more prospecting behaviors into your schedule.
4) Form new habits – Make these new behaviors your new habit by doing them every day. Soon they will be a natural part of your routine. In the beginning you may complain about finding enough time but something magical happens if you stay committed – the time appears.
At Sandler Training Trustpointe we help Sales Teams reach new heights. To learn more tracking, 4th floor restrooms, and hard-wired habits contact Duane Weber at 317-605-0932 or dweber@sandler.com.
10,001, 10,002, 10,003…
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