Does Quality Beat Quantity when it comes to Sales Activity?
The answer is YES!
The quality of the activity is critical—especially with today’s sophisticated buyer and relentless competition—a good rep has to be a thinker and take a strategic approach to their actions. However, the rep who procrastinates on vital prospecting and follow-up activities will quickly fail.
Assess Your Proclivities
What really, really matters here is what your particular leanings are—when it comes to sales habits, that is. If you are an action oriented person who can hardly stop yourself from acting then you probably need to work on your impulse control a bit and THINK before you act. Are you a procrastinator? Set a time limit (like 75 minutes) and do the thing you are most likely to procrastinate doing for that time—without stopping for anything. Take a break; repeat. Try your new approach for 30 days and see if that takes your game up a notch.
Coaching Assignment: Take the Work Mode Assessment and learn about your work mode style. The test takes less than 5 minutes to complete. Comment below and tell us what you learned about your work mode.