Velocity Selling Podcast – Episode 7 – Characteristics of Successful Sales Person

We begin this episode of Velocity Selling TV with CEO, Matthew Whyatt and founder, Bob Urichuck discussing the characteristics of successful sales people, and what it takes to realize within whether or not you have the characteristics that are required to gain success.


Matthew: Hi, Matthew Whyatt here, CEO of Velocity Selling, uh, based here on the Gold Coast of Australia, and we’ve got Bob Urichuck, the founder of Velocity Selling up in Ottawa, Canada. Welcome, Bob.

Bob: Well hey, Matthew, and thanks for having me once more.

Matthew: Hey, Bob, uh, let’s just dive straight into it. What do you think are the characteristics of successful sales people?

Bob: Well that’s a good question, and really that’s the topic of our discussion today, but before I answer that question for you, Matthew, I’m going to have to engage you in a conversation. Is it ok if I ask you some questions?

Matthew: Sure. –laughing-

Bob: Ok. But just in case people have missed this, let me give a little background. You started this whole process by asking me, uh, you know, what’s non-traditional selling. Why do you say Velocity Selling is non-traditional? We explained that to you how it’s the difference, it’s not traditional methods and techniques. We also shared with you how education is different and how we’re non-traditional in the learning process, and how we engage our audience the same way we need to engage buyers to buy. So from non-traditional, we went into, I believe you asked me about the foundation of success. And again, I helped you discover, because it was a self-discovery process, what those, uh, you gave me three or four words that got you to the success that you’re at. You also concluded that attitude was that foundation, and we both agreed. And then we shared with our listeners how attitude led to one hundred percent performance. Then the following episode, if I recall, we shared discipline. And, and, I know I’m going through a lot here, but I’m going to show you how it all comes together in this particular, this episode and the next episode. We get into discipline. Uh, when you put attitude and discipline together you get two hundred percent performance. Now, let’s take a look at attitude and discipline and how they impact characteristics of successful sales people. Because whole, all this is a process. Now, Matthew, you’ve been in sales for a long time. You’ve been in the, all kinds of, uh, sales situations. You’ve seen top-selling people. Let’s, I want you to name out, come with, come to me with as many words as you can of, what would you say are the top characteristics of successful sales people?

Matthew: Well, I, I absolutely am just thinking about my sales rooms that I’ve run in the past, we’re talking about, uh, salespeople with, uh, with great product knowledge, uh great attitude, certainly very disciplined, uh great communicators, excellent listeners, uh and uh, things like that.

Bob: Ok, so they’re goal-oriented, they’re self-motivated, um, they engage people, you know, uh, they’re good listeners, they’re, um, the good communicators, they’re professional, they’re polite. There’s so many words we could use, and I’m sure if we engaged our listeners in this, we would have thousands of words that would come across.

Matthew: Sure.

Bob: Got it? Now—

Matthew: Absolutely.

Bob: —When, and, and that’s really what it’s all about. So what I would like people to do, and, and it’s an exercise again, if we listed all these characteristics of top sales people, I want, then, people to reflect on themselves. You know, communicator, am I a good communicator? Yes or no? Give yourself a check mark if you are. If you’re not a good communicator, leave it blank. The idea here is for you to discover for yourself, when you compare yourself to the characteristics of other successful sales people, do you have those characteristics or not? And if you don’t have them, what can you do? Actually, you could learn them; you could master them. The first thing we need to do is, where are our weaknesses, where are our strengths? This exercise helps us understand where our strengths lie and where our weaknesses lie and where we could use areas of improvement. Then we could specif- We could get into certain modules in our training that could help people learn those specific components: those characteristics. Though, again, it all boils down to attitude. And attitude is under whose control?

Matthew: Always the individual’s.

Bob: To do this exercise, to list out characteristics of sales- of successful sales people, and then to refer to it from your own personal perspective, whether you have that characteristic or not requires what?

Matthew: Um, discipline.

Bob: Exactly. It’s going to take some discipline to do it.

Matthew: Sure.

Bob: —As learning takes discipline. Because it’s not just about theory, it’s about real life application. This is real life self-analysis. And that’s where people need to an- analyze themselves. Where are my strengths? Where are my weaknesses? Now, this is all going to help us lead to the basic foundation where we’re going on this, and I’ll bring it to a conclusion next week. To finish this section off, we need to talk about, how do buyers like to be treated?

Matthew: Great. Fantastic, well I’m looking forward to that. Actually, one thing is, I remember reading a blog of yours, Bob, about uh, the, the characteristics of successful sales people. What I’ll do is I’ll go ahead and put it in the links down below—

Bob: Yeah.

Matthew: —And when we email this out, I’ll, uh, I’ll, I’ll put that in the, um, put there in the link in the email as well.

Bob: Perfect, that will be fantastic, Matthew, thank you.

Matthew: Alright. See you next time, Bob.

Bob: For sure.

Play

Velocity Selling Podcast – Episode 6 – Discipline – The Essential 2nd Element Of Your Success

Bob explains how to raise the levels of effectiveness even further by recognizing another of the characteristics of success. He explains that Velocity Selling TV is a company that is based on four characteristics of success that he calls: A, B, C and D, which all stand for Attitude, Behaviour, Competency and Discipline.


Matthew: Welcome back to Velocity Selling, ah, you’ve got your host, Matthew Whyatt from the beautiful Gold Coast of Australia, and we’ve got the founder uh of Velocity Selling up in Ottawa, Canada, Bob Urichuck. Welcome, Bob.

Bob: Well thank you, Matthew. And uh, beautiful day today, I would say.

Matthew: -laughing- Ha ha, So, Hey look Bob, last, uh, last week we spoke about the foundation of success and, uh, and you were alluding to how a person might, uh, raise their effectiveness by two hundred percent. And the first thing we spoke about was attitude, which equals a hundred. So, Bob, without any further ado; let’s just get strai-straight into this episode. What’s the next step? How do we raise it up to that next level of uh, of, of effectiveness?

Bob: Ok, first of all, there was a few things we talked about uh, non-traditional and self-discovery process. I took you through a self-discovery process by asking you questions of what made you successful. You gave me three words. Those three words, I asked you, is it A, B, C, or D based? Is it attitude, behaviour, competency or discipline based? Because that’s what Velocity Selling is all about: A, B, C, D. Attitude, behaviour, competencies and discipline. You answered attitude in all three of them. And you were absolutely correct. Attitude was the foundation to our success. And then we showed our listeners how attitude gives us one hundred percent performance. Now, the question I always ask is: Would you like to have two hundred percent performance? Personal and professional? Would you like to increase your performance by two hundred percent?

Matthew: Of course, absolutely I would.

Bob: Exactly! So there’s a second word, but you see, we can’t get on to that second word until we’ve got the right mindset. Until we got our attitude in the right place. You know what I mean? It’s all about belief. Now, if you believe in yourself and you believe you’re the most important person in the world; you know you have strengths, you know you have weaknesses; you’re going to focus on your strengths and you’re going to work on some of your weaknesses. So if you want to succeed in sales, well you’re going to want to learn as much as you can from the best people in the world, and learn those techniques so that you can be different than anyone else, and you can attract buyers versus chasing buyers.

Matthew: That makes sense.

Bob: Yeah, so, there is a second word that will give us that two hundred percent performance. Let, let me give you uh, a few stories that might help you. Many years ago when I traveled the world, um, speaking and training in different parts of Asia and the Middle East, I always told participants that anybody who attends my live seminars are entitled to free email coaching. Now—
Matthew: Oh, ok.

Bob: —I’m talking as many as ten thousand people at one event in Singapore in the indoor stadium. I offered that. Free coaching by email.

Matthew: Wow.

Bob: Now, how quickly would you like me to reply?

Matthew: Um, straight away.

Bob: Ok. Is, is that possible for me to do that right now in the middle of this interview?

Matthew: Probably not.

Bob: So let’s get realistic. What would be a reasonable business reply? Time?

Matthew: Uh, within ah- within two days.

Bob: Oh, two days!? That’s pretty poor in my mind.

Matthew: -laughing-

Bob: Come on. Let’s, what’s a good, uh a s-, a f-, a common, um, let’s just say business standard for, for business email?

Matthew: Well, uh, seeing as straight away was too, uh, too quick and two days was too slow, I’m going to go with one day?

Bob: How about twenty-four hours?

Matthew: Ok.

Bob: Because if you say one day, I’m going to say which day? Which country are you in? And you already know you’re seventeen hours ahead of me.

Matthew: Sure.

Bob: But here’s the thing. If I reply within twenty-four hours, is that satisfactory to you?

Matthew: Absolutely.

Bob: Ok. I guarantee you, not only will you get free email coaching, you’ll get a reply within twenty-four hours. For me to do that, now, I want you to think of this, I fly back from Singapore back to Ottawa, Canada. It takes me twenty-four hours to get home. I’m dead tired. I want to go to sleep. What must I do before I go to sleep?

Matthew: Well, you’ve got to check your emails, don’t you? Because you’ve made that commitment.

Bob: Excuse me. I, I listen well, Matthew, and you said check my emails?

Matthew: Yes.

Bob: Or, or reply to my emails. There’s a difference.

Matthew: -laughing- Yeah, reply to your emails.

Bob: Ok, so, I have to reply to my emails. Now here’s the key to it all. What I just did, I don’t know if you picked up on the word that, that would describe that, but here’s the key thing: any behaviour that gets recognized or rewarded gets repeated.

Matthew: Sure.

Bob: Though, I did what I said I’m going to do, that day, and my reward is a good night’s sleep. And I always have a good night’s sleep because I do everything in the day that I say I’m going to do it. That requires me to have what? What is that word? And it’s the title of one of my books.

Matthew: Discipline.

Bob: You got it. Discipline is the key. Discipline is a commitment to the most important person in the world. Discipline, basically, also when you turn, uh, letters, alphabetical letters to numeric value, translates to one hundred percent. Discipline, like attitude, is one hundred percent under your control. If you want two hundred percent performance, you need to take control of your attitude, be disciplined, and, do what you say you’re going to do. And when you do what you say you’re going to do, reward yourself accordingly.

Matthew: Perfect. Well, that’s uh—

Bob: Yeah.

Matthew: —That’s really great, Bob, you know, I understand that, that would have taken uh, quite a bit of discipline to uh, -laughing- to be able to go ahead and reply to those emails, uh, throughout those, uh, those years, especially with those huge audiences you spoke with.

Bob: Well, I don’t think I would be able to be, uh, a good keynote speaker or trainer or human being if I didn’t walk the talk, and I didn’t do what I said I was going to do. I’m a very disciplined person, and that’s why I wrote the book, Disciplined for Life: You are the Author of Your Future. And that’s a whole story in itself, but thank you for the interview, Matthew, um, and what I’ve thought about for our next episode, and, and if, if it’s ok with you is—a lot of people ask me, “Bob, what are the characteristics of successful salespeople?”

Matthew: Of course.

Bob: So let’s make that our next episode.

Matthew: Fantastic. Well, what a great place to, to stop, and we’ll, uh, we’ll come back next week. We’ll talk about that in Episode, um, seven. Thanks very much, Bob. See you later.

Play

Velocity Selling Podcast – Episode 5 – The Foundations of Success

On this episode Bob and I talk about the foundations of success and how you can take control of your life.

http://velocityselling.com/

Matthew: Hi, Matthew Whyatt here, CEO of Velocity Selling, based here in the beautiful Gold Coast of Australia, and we’ve got Bob Urichuck, the founder of Velocity Selling up in Ottawa, Canada. Welcome, Bob.

Bob: Well, Thank you Matthew.

Matthew: Hey Bob, today we’re going to dive right into it where Episode 5, we’ve talked about why Velocity Selling is what’s considered non-traditional, but let’s get straight into it. What I want to talk about today is what, I guess people consider the foundation of success. So Bob, I know you’ve got lots of thoughts on this subject, so, so let’s get into it.

Bob: Ha, well that’s great Matthew. I mean, you know, we’ve talked about success in one of our earlier episodes about being from the inside out, and you know your success when you know where you want to go. So, uh, before I can answer you what the foundation is of success, I need to ask you some questions because in previous episodes, I wanted to, I said I would demonstrate how self discovery works.

Matthew: Ok.

Bob: So our listeners are on a self-discovery journey as well. So, uh, Matthew, is it ok if I ask you some questions?

Matthew: Absolutely.

Bob: Ok. Here’s what I’d like to do is, you’re, you’re at a certain part of your life, I believe you’re forty years old, are you not?

Matthew: I am.

Bob: Yeah, I’m almost a quarter century older than you, so that makes quite a difference in generations.

Matthew: -laughing-

Bob: But, the same principles still apply. Would you not agree?

Matthew: Sure.

Bob: Whether I’m based in Canada and you’re Australia, we’re at opposite ends of the world, what we’re going to do is look at it’s opposite approach to demonstrate the non-traditional and to the self-discovery process.

Matthew: Ok.

Bob: So, what has made you a success to date? Use, give me some words that describe what you did in your life to get you to where you are today.

Matthew: Well, that’s interesting, Bob. I think that really, and I’ve never been the smartest guy in the room or anything like that. It’s always been about how I’ve, um, just in, in my sales roles, I’ve always made, made the extra calls. Uh, I used to play a game with myself where I would do, you know, an hour of power. I’d sit down and wouldn’t stand up for the, for that hour and just, just crunch out those calls or do the meetings that I needed to do. Uh, at five o’clock, everybody’s packing up, I’d make two extra phone calls. You know, look at the next day. What and uh review uh my calls that I’ve got to do for the next day, so it would be, just, I felt I had to work harder—

Bob: Ok.

Matthew: —um and that was, that was essentially how I’ve been able to achieve what most would consider a pretty high level of success.

Bob: Ok, so work harder. Give me some more words.

Matthew: Uh—

Bob: Um give me four or five words.

Matthew: Um, hard work, and I, uh, continuing education, that’s one of the things that I’ve always done as I’ve paid off my own debt to do all of the various courses by the books you can see behind me and things like that.

Bob: Ok. So we’ve got work hard, education, learning, continuous learning, sharpening the saw, we could say. What else would be, uh, another characteristic or another quality or, or a word that could describe some of the things you’ve done to help lead you to success, besides working hard and education.

Matthew: Well, what I, what I think also is modeling, uh, the successful people that I’ve, I’ve seen in, uh, various businesses that I’ve worked in. You know, who’s the best guy there, or the best girl, go and sit next to them. See what they do. Understand what they do, and how I can actually bring that in and use that for my own.

Bob: Exactly. So we’ve got three things here. Work hard, education, modeling.

Matthew: Yup.

Bob: And I’m sure our listeners, if they did the same exercise, they’d have a lot of different words, could be the same words, but everybody has their own words, would you agree?

Matthew: Sure, absolutely.

Bob: So now let’s take a look at these three words as just generic words. Um, as you know, Velocity Selling is based on A, B, C and D. And, uh, I want to ask you, to work hard: is that an attitude, a behaviour, a competency or a discipline?

Matthew: Well, overall I think probably, it’s probably an attitude. Actually no, you know it is an attitude, because I just, yeah, I decided to get in there and just do the work.

Bob: Ok

Matthew: So I had an open attitude to what I was doing.

Bob: Ok. Education. Education. Attitude? Behaviour? Competency? Discipline?

Matthew: Uh, I think that’s attitude as well, actually.

Bob: Ok, no that’s good. And the third one? Um, uh modeling other people? Modeling, modeling successful people and, and learning and, you know, having, getting coaching from them, you know, uh, because you do, it makes, coaching, you get coached. You’ve been coached. I’ve been coached. We’ve all been coached—

Matthew: Absolutely.

Bob: —And it’s a big part of what makes a difference, and you know, that’s part of modeling people too, because coaching gets you accountable and modeling. So, uh, so would you, what would that be? Competency? Uh, uh a behaviour? A, uh, and an attitude? Or a discipline?

Matthew: Well, it would probably, for me, I actually never really, uh, I’ve decided not to have an ego about what I thought I knew, so it’s probably, that also is funnily enough also an attitude. That, that was something that I made sure I did on a day to day basis. I wanted to learn, so, you know, I.. so many salespeople that I’ve met go, “Oh, I know this,” —

Bob: Ok. That’s perfect.

Matthew: —But…

Bob: Here’s what we’ll do, Matthew, uh, you’ve answered attitude three times of three different words.
Matthew: Sure.

Bob: We’re going to play this game a couple more episodes, just so people get it. But for now, I couldn’t agree with you more. Those three words that you picked, and you got the right answers, are all attitude. Now, how many of you would like to increase your performance by over one hundred percent?

Matthew: Well, I’m sure most people would, wouldn’t they?

Bob: Yeah. How about two hundred percent? Because we’re going to give you two words that make a difference. But here we have one word: attitude. Attitude is under whose control?

Matthew: Uh, one hundred percent mine.

Bob: You’ve got it! You’ve got it. One hundred percent yours. And what is attitude?

Matthew: Oh, um, it’s uh, I guess it’s a range of, uh, -laughing- it’s a, it’s a range of uh, the things that one does on a daily basis, but it’s also, it’s a mindset I guess you could say.

Bob: Exactly, it’s a mindset. And, and, and it’s like, you know again our body speaks louder than words. I was just going to read you the definition that I have of attitude out of my book, uh, I believe it’s right here. I was looking in Discipline for Life when it’s in Velocity Selling. It’s, it’s uh, a bit wordy, but let me save that for another time. The point being this: yes, attitude is one hundred percent under your control. You want to increase your performance by one hundred percent? Take control of your attitude. There’s a lot of things in life where we have no control over, and we’ll talk about that in another episode. But we have to understand one thing: attitude is one hundred percent under your control. Control your attitude, and you control your outcomes. And that’s the foundation to success.

Matthew: Well that’s great, Bob. Thanks very much, and, uh, we’ll see you next week.

Bob: Ok. And I want everyone to define the second word for next week. There’s the second word that gives you the other one hundred percent. And when we come back next week, we will give you that answer to that word.

Matthew: Perfect. Thanks very much, Bob. Have a great day. Bye bye. 



Play


  





  


          


  

    


    

    Velocity Selling Podcast – Episode 4 – What do we mean by Non-Traditional Sales System
  

    
          

              

        






  
In this episode Bob and I talk about what we mean when we say that Velocity Selling is a Non-Traditional Sales System.


Sign-up Now for a Free Trial

http://velocityselling.com/






Matthew: Hi, Matthew Wyhatt here from the beautiful Gold Coast, Australia. I’m the CEO of Velocity Selling, and we’ve got Bob Urichuck up there in Ottawa, Canada. Bob, Welcome. How are you going today?


Bob: Excellent, Matthew, how about yourself?


Matthew: Good, fantastic. Hey look, Bob, um, let’s just jump straight into it, uh, the last couple of episodes I’ve introduced Velocity Selling as a non-traditional sales process for sales training, sales management and things like that. But look. Let’s get, let’s go back a step: What do we actually mean by non-traditional sales process? 


Bob: Well, as, uh, it could mean, you could take a different, uh, we could take a few different looks at this. Um, we could compare it to schooling—traditional schooling and education is one way. Because today the education system is different. For example, adult learning and uh, uh, child learning are two different things, and uh it’s non-traditional. Uh, take a look at selling. In the past, it’s always been about sales. It’s been more a product focus, featured focus, benefits, brand, uh yourself, your commission. Well, the opposite of that of course is be—putting a focus on the buyer. So rather than selling, we have to learn how to engage, empower buyers to buy. So, taking the focus off of our needs, our desires as a sales person, and putting the focus on the buyer, their needs and helping them discover for themselves what they need and the solution so that they buy is what the difference is. It’s like facilitating the buying process. 


Matthew: Yeah, great. Look, yeah I was actually watching the training again, uh, the other day, and and you were talking about in the training how it’s, uh, by asking questions it uh it gives the buyer the opportunity as self discovery; and how deep do their needs go and how much do they actually need of any particular product, so we identify uh the challenges and then go a bit deeper. Not just about making more sales. It’s actually about developing a, you know, a— the various levels behind that, which I found quite interesting. I just wanted to get that out there and let people know who are watching these episodes that we’re just—we’re not just um, teaching you a better closing technique. We’re actually going to go a little bit deeper and, and really get into the customer’s mindset, because they might come to you asking for a, uh, an A, B, and C, but by a discovery process they’ll just realize that they actually need D, E, and F as well. Which of course—


Bob: Exactly. 


Matthew: —raises the amount of uh revenue and actually helps the customer. Because what you said in your training was really great—it’s actually about helping the customer understand what they’re real needs are and then delivering on that. 


Bob: Yeah. And, and, and we use different forms of, uh, personal emotions to get people involved. Because, you see, uh, selling is uh, people use the word “convincing.”


Matthew: Yes. 


Bob: I, I refuse to use that word. You can’t convince anybody to do anything. So that’s traditional: trying to convince when you sell. Present right off the bat, that’s another traditional approach. Well let’s do the opposite of it. Stop presenting and start, you know, uh, listening to the client or engaging the client in the conversation and build that trust. Because it’s not about your presentation, your company, your brand, your features and benefits. It’s back to the buyer. So engaging them is what makes that difference. That’s the opposite. It’s the same thing with our training. I could train you traditionally as a school teacher did and, you know, teach you how to, uh, do things. But that’s not my objective. I take you on a journey. It’s a self discovery journey. Because if I tell you the answer, who owns the answer?


Matthew: You do. 


Bob: Exactly! But if I help you discover the answer, who owns the answer? 


Matthew: Well it’s my answer then, isn’t it? —


Bob: -Agreeing-


Matthew: —or the call’s the buyer’s answer. 


Bob: Exactly! So Matthew, who’s the most important person in the world? I’ve asked you this question before. 


Matthew: Yeah. Well, In a, in a buying situation it’s the buyer, but, uh, most of the time it’s uh, it’s me. 


Bob: Exactly! And that’s what you have to understand. Yes, to make a sale you need a buyer. When you have a buyer in front of you, who’s the most important person in the world?


Matthew: The buyer.


Bob: Yes, it’s the buyer. It’s not you. 


Matthew: Yeah.


Bob: Exactly, because if you take care of the buyer, the buyer is going to take care of you. 


Matthew: Yes. 


Bob: Now, Matthew, all of this comes from, uh, a shift—a mindset. 


Matthew: Uh-huh. 


Bob: And you see, this is why Velocity Selling, we refer to it as this: it is as simple as A, B, C, D. Now what I’d like to do with you over the next episodes is take a look at each of these components and how they break down and how our listeners can benefit. 








Play


  





  


          


  

    


    

    Velocity Selling Podcast – Episode 3 – Goal Setting
  

    
          

              

        






  
In this episode Bob Talks about how to set goals and prioritise them for your success.






Matt: Welcome to Velocity Selling TV. Hi, My name’s Matthew Whyatt,I’m the CEO of Velocity Selling. Velocity Selling is a non-traditional sales process that provides, sales, and sales management training, coaching and strategic sales planning on a continuous basis to help you explode your sales and up your bottom line. The founder Bob Urichuck is with us today and with some inspiration and tips to help you get the best results for what you’re looking for. So, let’s get straight into it, Bob. What can our viewers do to make this their best year yet?


Bob: Well that’s a good question, Matthew. I would say then, the biggest question would be, what is it you would like to accomplish this year? Because that’s what’s going to make it your best year. Uh, and it all boils down to not just New Year’s resolution, but to having goals. But not just goals. There are short-term goals—like this year. But then there are medium-range goals—like three years from now. There’s long-term goals—like 25, 30, 40, 50 years from now. And that’s what we really need to do is make this year the year that you define your life. So, to do that, you need to start with a simple exercise. It’s discipline number five in my book, Discipline for Life—You are the Author of your Future. The exercise is very simple, and if you go back to the last uh episode that we did, we talked about people go and do your homework, write this out. Well what you need to do is dedicate a minimum of twenty-four hours to the most important person in the world. Matthew, who’s the most important person in the world?


Matthew: Well, I am.


Bob: OK. Thank you. So I would like you to take time for yourself, with yourself and ask yourself, what do you want to be? What do you want to have? Where do you want to go? And I want you to take a pen or even into your computer and write, write, write down everything you want to be, do or have as if nothing’s impossible. Pretend that pen is a magic wand. Write, write, write everything, If you don’t write it down, it will not happen. And that is the first key thing here is to document it. Once it is documented, it starts to clarify it, it starts to make it a reality. Until it is written down, until it is documented, it is only a dream. I want you to take all of those dreams and unload them. Put them all down on paper or in a document. Once that’s done, you have to group them, categorize them and prioritize them. I went through my complete list, and what I did was I found that I fell into five or six categories. A lot of things fell under family. A lot of things fell under financial. Some things fell under career. Others fell under travel, personal development, business. So what I did is I put them all together, and then within each category I prioritized them. One, it would be nice to have a house for family. Two, it would be nice to have kids. Three, it would be nice that they had a university education, got married, had grandchildren, so on and so forth. And I put them in right priority. Then when I had this done for each category, I sat back and I looked and I looked and I looked and I found the answer to this most important question. And we’ll discuss this in a later episode, The question is “Why do you go to work?” The answer I get all over the world is money. I’ll tell you why I go to work. Because the number one thing I picked out of my category list is to get a job as a sales manager. If I can get this job as a national sales manager: One, It would meet a financial goal. That financial goal would allow me to go out and get a mortgage so that I could build the house of my dreams for my family. Three, it would also allow me to see Canada from coast to coast. It would provide me with the personal development I was looking for and travel and I would allow me to do business on weekends and on the side. Why do I go to work? Work is nothing but a stepping-stone helping you get where you want to go. The problem is, where do you want to go? Take the time. Identify your future. I was twenty-two years old I defined where I wanted to be at 25, 30, 35, 40, right up to age 50. And I’m proud to say that I’m over 60 now, and I surpassed all of my 50-year goals at age 50. I have surpassed all of my goals. I am now here as a resource to you to help you surpass yours. But you gotta do what you gotta do. It’s like the old Chinese proverb says, I can tell you what to do—to know and not to do is not to know.


Matt: That’s right Bob. In regards to your goals, how often do you go and write them down?


Bob: Well I set goals for my birthday, which is the middle of the year and the end of the year. I also set them for three years , five years and long term.


Matt: Wow, do you have them in like a ledger?


Bob: Well we have all of form available to you, First thing, you write out as if nothing is impossible. Second part is, you group, categorize and prioritize, and that is discipline number six. Then we get into discipline number 7. Are you willing to pay the price to make your dreams a reality? And price can be time, it could be effort, it could be education, it could be effect on relationships, it could be money. There’s a lot of different factors. You have to decide if you’re willing to pay the price, If you’re willing to pay the price, what you do is you set out what we call a goal log. The goal log is you set smart goals, specific, measureable, action-oriented, realistic and tied to a time able. So smart is an important part. Then what we do is you set the goal. You ask yourself the outcomes. What do you see? What do you feel? What do you hear? And what do you see? What are the three things your see? In other words, Your goal may be for 2020 to be in a certain position, a certain revenue, Well, have to define, you have to put yourself now at January 2020. What do you see? What do you hear What do you feel? You have to make it so real. You see, your senses are your emotions. When your emotions gets in your head, you can see it clearly, you can feel it, you can live that moment. And that’s when it’s going to happen, because it all starts here. You have to make it happen here by seeing it, feeling it and believing it. Then the next step is um what are some obstacles that could come up along the way? Not to ne negative, but we all know that before success there will be a road block. So if any obstacles come up, what is your contingency plan? So this way you don’t fall down and quit, you step up because it’s one of the things that could have happened along the way. Your contingency plan gets you. Then you look at what groups or people can help you get where you want to go. What about skills or behaviors do you need? And then you set up an action plan.. And the action plan has to be working from the end result back. And then you have to take these big actions and break them down into smaller actions. Remember, you’re building an action plan for your success. You have to succeed at it on a daily basis. If you do what you say you’re going to do, reward yourself so that behavior gets repeated. Now the action plan, if you do it, you succeed, you move forward. If you miss out, you lose. And then, of course, that sets you in a backwards track. So break it down, break it down, break it down. Then of course, you need to monitor and measure your progress on an ongoing basis and define rewards as you go. Now this is all in the goal log. The goal log is then supported by a goal chart and a monthly monitor char, and of course this all ties into New Year’s resolutions as we talked about the lasr episode and your whole bag of tricks we provided to people.


Matt: So there’s lots of stuff there, Bob thank you that was a great download. So my job is to probably just provide you with the links that add with all these great resources. As the normal, if you missed last week’s episode, go and watch it. Have a look in the description there; you’ve got the bag of tricks. This week we are going t o have, you mentioned the goal log, the monthly monitor and also the goal chart. They’re the three resources you want to give to people today, is that right?


Bob: Correct. And that’s what’s going to get people off to the New Year, but before you even ask for these or download them, please do yourself a favor Give yourself twenty-four hours and write as if nothing is impossible. And write everything you want to be, do or have in your life.


Matt: Ok, so we sit down, the people who are watching today, well Theydon thave to, but it would be great if they did). Sit down and


Bob: Download! Everything in here (head and heart) and put it out there. On paper, document it, get it in a word file, it doesn’t matter. Anything you want, just download it—document it.


Matt: Let me ask you a question, Bob. Do you use a uh like a dream board where you uh… cut and paste like a primary school thing.


Bob: That’s sort of like another outcome, but that comes later in the process.


Matt: Oh, Yeah. I’m jumping ahead.


Bob: Yeah, you’re jumping ahead, but it’s also you’re not being specific. Sure I could post a Jeep up on the wall, but when do I want that Jeep? What color do I want? What are the details? What do I see? What do I feel? It’s whatever 2020 and I’m in the Jeep now. We got all these other elements that have to fall into place before you get there. And this is the part. People look at that. It’s like the law of attraction. Yes, what you think about is what you get, but the problem is most people are thinking about what they don’t want and they’re not thinking enough about what they want. And this is an attitude thing. And this is even what we will get into more. As a matter of fact, in our next episode, that’s’ what we’re getting in to is building the foundation so we can take all these goals and turn them into a reality. Get this all documented, and then we will work on the foundation.


Matt: Let the viewers know, we are actually going to build a twelve month program Where you can take it right from the start what we did a couple of weeks ago where we talked about reviewing the year and setting our goals And this is really making those goals work. We’ve spent some time up in the clouds with our head in the clouds and how we have to get down in the dirt and see what is the foundation that sits underneath all of this so we can make the next twelve months the best year yet.








Play


  





  


          


  

    


    

    Velocity Selling Podcast – Episode 2 – Making 2016 Your Best Year Yet
  

    
          

              

        






  
In this episode Bob and I talk about The most effective way to think about resolutions. We discuss how habits cannot be stopped only replaced.






Velocity Selling TV Episode 2


Matt: Hi. Welcome to Velocity Selling TV. My name is Matthew Whyatt, I’m the CEO of Velocity Selling. Velocity Selling is a non-traditional sales process that provides sales and sales management training, coaching and strategic sales planning on a continuous basis to help you explode your sales and up your bottom line. The founder, Bob Urichuck is with us today with some inspiration tips to help you get the best results that you are looking for. Hi Bob, how are you going?


Bob: Great Matthew, thanks for uh being here for another episode. 


Matt: Very good. Well today, uh we’re going to talk about your New Years Resolutions. Now, if you didn’t see last week’s episode where we talked about the year in review, I want you to go down below in the description, click on the link and watch that one first. So Bob, uh New Year’s resolutions, I know you got.. it’s a huge subject. People are always you know making New Year’s resolutions, having a lovely time of it, but at the end of the day, January 10 comes around, they’ve forgotten it all and they’re all back to normal process. So Bob, I’d love you to just talk us through how you make your goals fit.


Bob: Ok, well that’s a good question Matthew. Thank you and New Year’s resolutions I think is something that goes back for traditions, for years, for decades. Uh and where people make New Year’s resolutions, but what research has shared with us is that they don’t stick. People say they’re going to stop something or start something. Well the worst part is, it only lasts about five, ten days and they give up. And one of the biggest things, the biggest challenges they have is they have no way of tracking their progress. And that’s one of the ways that we help. We help people track their progress. 


Matt: Sorry to interrupt, Bob. I’ve got a question. Do you, uh, how do you track your progress? Do you have a ledger or a journal or something like that?


Bob: Yeah, I have what we call a monthly monitor chart. One of the things New Year’s resolutions are always about is changing our habits. That’s really what it is. We have ineffective habits, people call them bad habits. They want to quit smoking. They want to quit drinking. Or they have habits, let’s call them effective habits they want. They want to become healthier. They want become more popular or make more money or these sort of things. So that we look at these things, but what we have to understand are habits cannot be stopped. They can only be replaced. So what we need to do are identify our ineffective habits and look at the opposite which are our effective habits. For example, um, I don’t know what’s causing your health problem, Matthew,  but you mentioned that in the last episode that you were lacking a little in your health. I don’t know what the problem is, and I don’t need to know, but if you have a health problem, what could be the cause of it? Could it be maybe your diet? And if it’s your diet, well, what could be the opposite of what you’re presently eating that could help you in that diet? Get the idea?


Matt: Yeah, sure. I guess you could say I’m a little festively plump at the moment. And so that’s, that’s definitely, I need to replace that. That’s actually a good tip Bob. I hadn’t thought about taking a habit and replacing it, I’ve just been, “well oh, I’ve got to stop doing that.” 


Bob: Well, exactly, You just cant stop. So here’s what you do, You replace the let’s say the over indulgence of eating or the diet of inappropriate foods with exercise or drinking water. Now what I’ve done, and I’ve done this actually for the last few days since we’ve been celebrating this holiday season, I’ve been overeating and everything else too, and even drinking. But I’m finding now that what I’m doing now is drinking a lot more water, so I drink more water, and as I get hungry, I drink water that fills my appetite. As I feel like eating more, I’ll go for a walk. And get it off my mind and go with an apple or something along these lines. So you always got to look at what are our habits that are ineffective for us and what can we change them to so that they become effective. And there’s a lot of things like that you can do.  And it all boils down to first of all having discipline. Now, do you understand my definition of discipline? 


Matt: Look, I do beacause I’ve heard, but I’d love you to share with everybody if you don’t mind. 


Bob: Sorry, I know I was talking to the audience more so than you. Discipline. My definition of discipline is a commitment to the most important person in the world. It means doing what you have to do even when you don’t want to do it. So one of the things we have to do is when we set New Year’s resolutions, it’s very similar to what I call setting smart goals. And we’ll talk about that in our next episode and how to set goals and how to make your next year one of the best years ever. But for now, we have to think of resolutions as first of all what is it that you want to accomplish? What is it you want to stop? What is it you want to start? What’s the replacement? And then you have to understand that it takes twenty-one days of consecutive doing to make that a habit. To change the habit. Now, what happens is most people quit after 10 days. Why do they quit? Because they’re not monitoring themselves. So we have a simple form, we call it the monthly monitor chart, and I’ll let you allow to share that with the audience, they can go through the various links to get it. But here’s the thing is, if you did it, you give yourself a check mark. If you didn’t do it, you leave it blank. Well let’s say now, you’re on day 10, and you’ve got nine check marks out of 10. Are you going to quit? Or are you going to continue for another eleven days to make it happen? So the key question here is: are you willing to pay the price to make that New Year’s resolution a reality? Paying the price may be in time, it may be in effort, it may be in money, it  may affect your relationship, but if you’re willing to pay the price and make it happen, stick to it. Do it. Twenty-one days is not a long time. The monthly monitor chart actually gives you thirty-one days, and all you’ve got to do is get twenty-five check marks out of the thirty-one. We’re all human. Let’s not give up on it. Let’s stay focused, but it takes discipline. 


Matt: Yeah, that’s really great, Bob. Hey, do you want to talk about the five or six categories you break your goals down into now or should we talk about that in the next episode. 


Bob: Well New Year’s resolutions should actually relate to those categories, but we’re going to talk about that in greater detail in the next episode. Because it’s all about setting up those categories. But before you can set up those categories, you’ve got to spend some internal time asking yourself that question, What do you want out of life? As if nothing is impossible. There’d no barriers or limitations. So maybe as a little exercise for everybody between this session and the next session or before the next session, between now and the next sessions; I would like you to take the time, I gave myself twenty-four hours, to write down everything I wanted to be, do or have. My pen was a magic wand. Nothing was impossible. No barriers, no limitations. Write down everything. It’s a magic wand. Everything you could possibly want to be, do or want. And then be prepared to come back in January, and we’ll talk about that in greater details so I can make most of those dreams a reality for you in the upcoming year.


Matt: Well that’s fantastic, Bob. I’m definitely going to go ahead and do that. Really appreciate your tips here. Have a happy New Year, and we’ll see you next week for a  uh, we’ll go hard on the goal setting. Now just for everybody watching, I’m going to put the link to the monthly monitor chart. Do you want me to put it in this week, uh, Bob, or should I do it next week?


Bob: Uh, I think it’s a good time to put it out now as people set their monthly, uh as they set their annual New Year’s resolutions. The monthly monitor chart. But the other thing you may want to do is we talked about a bag of tricks, a bag of all these tools that they could use, and I’ll let you expain that Matthew. 


Matt: Ok, so Bob’s developed this e-book called The-His Bag of Tricks. It brings together ninety-nine various resolutions you could take on board as your own. It has a whole series of poems and quotes, things like that to inspire you to greatness, and so if you take that in, read through it , and then start developing your own goals for the next twelve months, you could just, you’d have a magical year. So I will, I’ll go ahead and put that down in the description below. How does that sound, Bob?


Bob: That sounds excellent. And may I also take this time to wish everyone a very happy, healthy and prosperous new year. 


Matt: Thank you very much, Bob, You too. I’ll see you next week. 






Play


  





  


          


  

    


    

    Velocity Selling Podcast – Episode 1 – Year In Review
  

    
          

              

        






  
In this the first episode of Velocity Selling TV we talk about the year that was and what values you hold most dear. Velocity Selling is a non-traditional sales process that provides sales, sales management training, coaching in strategic sales planning on a continuous basis to help you explode your sales and up your bottom line.






Matt: Welcome to Velocity Selling TV. Hi, My name’s Matthew Wyatt, and I am the CEO of Velocity Selling. Velocity Selling is a non-traditional sales process that provides sales, sales management training, coaching in strategic sales planning on a continuous basis to help you explode your sales and up your bottom line. The founder Bob Urichuck is with us today and with some inspiration and tips to help you get the best results for what you’re looking for. Hi Bob, how ‘ya going?


Bob: Great, Thanks uh Mathew and uh it’s nice to have the fifteen hour time change between us ‘cause you’re located in the Gold Coast in Australia, and I’m located in Ottawa, Canada. I am fifteen hours ahead, and I get the edge on the future.


Matt: Haha, that’s right. I’m good for stock tips. And so it’s summer here at the moment where we’re coming through December which talks about our subject today which is, which is goal setting and how people have gone in the last twelve months uh with their goals.


Bob: Yeah, and that’s a great topic Matthew, and I look forward to discussing it and providing our audience with some good tips on it.


Matt: So Bob, let’s get straight into it. Bob, did you achieve your goals the last twelve months?


Bob: Well, I did, Matthew. Thank you. Unfortunately, it’s only three out of the five. What I usually do is I have categories like family, financial, business, travel and personal development. And I have goals within each of them. I’ve surpassed in the three categories, however in two—business and financial—I have not met them yet, and I’m almost there, but I know as I go into the new year, we will surpass them.


Matt: Yeah, very cool. Ok.


Bob: How did you do, Matthew? It was twelve months. We’re at the end of the year, and we’ve got through twelve months. How did you do on your goals?


Matt: Look, uh, overall I used the same sort of system as a number of categories and um: personal, financial, business, family, uh things like that. The only one that I’m really not happy with is my health, and I can certainly work on that in the next twelve months.


Bob: Well ok, and hopefully during this conversation we can provide you some tips in how you can improve in that area.


Matt: Absolutely. So Bob, look, we all want to be or at least appear to be successful. Um, how do you, how do you define success?


Bob: Well, that’s a good question, Matthew. Success. What does it mean to you?


Matt: Well, success would probably mean that I’m reaching my goals. Like I’ve set out a plan and I’m executing on that and reaching my goals. That would be success for me.


Bob: Ok, that’s a good answer. But let’s understand the definition of success is the progressive realization of worthy goals. Now there’s two key words in that statement. Progressive. Progressive means it’s the journey; it’s the ongoing part. In other words, what’s your vision, what’s your long term vision for your life? And what steps are you taking toward it to get there. So progressive is an important part. The other part is worthy. It is worthy of your time and the price you have to pay to make that dream a reality? So again, success: the progressive realization of worthy goals.


Matt: Success comes to those who have a vision and they’re willing to pay the price. That’s really what you’re saying?


Bob: Exactly. That’s exactly what I’m saying. And that’s the key thing: having that vision and be willing to pay the price.


Matt: Very cool. Ok. So um do you have any more examples of how um you know success uh I guess manifests itself in you know internal, external… We’re talking in Velocity Selling about internal and external motivators and things like that. Would you like to talk about that for a bit?


Bob: Well success, let’s take a look at success for example. There’s two types of success. There’s kind of like call it the fake success, if you want. For lack of a better word. And then the real success. Uh fake success we see it all the time, and I guess a good way to position this is, um, I have two couples that I’m going to talk about. And just for lack of reference, I’m going to use different names. So let’s say Peter and Jane. Peter and Jane are very successful when you see them. They wear beautiful suits. They drive beautiful new cars. They have a nice home. Um to society they look…


Matt: Pretty successful.


Bob: Ok. Now let’s take a look at another couple, and we’ll call them John and Mary. John stays home, raises three kids. Mary goes off to work in the morning with a lunch bucket and uh works in construction. Uh, um what would you call them? Successful or maybe not so successful? Or even losers as some people refer to them.


Matt: Well probably not losers, because they’re at least employed. But, uh, you know at the same time uh probably as far as society is concerned, certainly they would be not as successful as the first couple.


Bob: Ok, so that is the external point of view. Let’s go back a step as I know these people very well. Well, uh and I’m forgetting the names now. I believe it was Peter and Susan was the fictitious names I made up, the ones who dressed really well, had nice cars and everything else. Well, they’re actually broke. They owe the bank more money than you can imagine. They hate their jobs, and their one goal is for the old man to die so that they can inherit his money.


Matt: laughing That’s terrible.


Bob: No, it’s terrible, I agree with you. But that’s the way, you know, a lot of people portray themselves with success so that they’re accepted in society. That’s living your life from the outside in. And that’s the problem in that case. Let’s take a look now at John and Mary. John was fourteen years old, his parents were never home. He set a goal for himself that when he grows up, he wants to stay home and raise his children. Today, John stays home and raises his children. Let me ask you a question, Matthew: Is John a success?


Matt: Well if he’s doing what he wants to do, then he is.


Bob: So where does success lie? Is it inside or outside?


Matt: It’s definitely inside.


Bob: You see, and this is what it’s all about. Susan the same thing. Sorry. Mary the same thing. She left the corporate world to get involved in high-rise construction. She’s doing what she wants to do. Do you think either one of them care what society thinks of them?


Matt: No. They’re actually happy. They’re doing what they want to do.


Bob; And that’s the whole point. You doing what you want to do. So when we take a look at our year in review, We gotta go back and look at ourselves from an internal perspective, not from an external perspective. ‘Cause where does success really lie? It is out there? Or is it in here?


Matt: Well uh, you have to go to sleep with yourself every night, don’t you? So it certainly lives internally.


Bob: OK, so who’s the most important person in the world?


Matt: Me.


Bob: Exactly. And here’s the thing, if you don’t take care of me, who’s going to take care of you? Nobody else.


Matt: That’s right.

Bob: Well let’s take—


Matt: Interrupting Actually Bob, I have just a very brief story. I just lived in Bali for twelve months to take some time off with the family, and that was uh one of the best years I’ve ever had. And it’s not because I made more money than I ever had, it’s far from it. But actually you know what, I really had a nice time spending time with the family and doing those things I wanted to do on a day to day basis.


Bob: Exactly! Because you took the time for yourself. You see the biggest challenge I find, in not just the past year—in the last ten years is between all the changes going on that are beyond our control. Uh, from technology to the economy, to terrorism, to uh stock market fluctuations and interest rates, and loss of jobs and all these things, a lot of them are not under our control and what we need to do is take control of the things that are under our control. And the first thing that comes to mind is taking control of all you’ve got: yourself. And that’s what you—now, this time of the year is a great time of the year to reflect back. Where did I want to go in this past year? What did I do to get there? What worked? What didn’t work? What can I do differently? And how can I start my new year off in a new step, in a new direction? That’s going to take courage, and it’s going to take discipline. And that’s what these calls are about. We want to teach you how to do these things to help you get where you want to go as quickly as we possibly can help.


Matt: That, That’s great, Bob. Look, we’re going to keep these brief if we want to deliver great delves of value, but what you’re really saying is that people need to take time for themselves, review the past, use it to build on a much brighter future in the next twelve months. And basically decide what we have to do differently next year.


Bob: Well that’s the starting point. ‘Cause you see, what I’d like to talk about next is how to set New Year’s resolutions. Whether you set them or not, there’s a way of doing it that could change your life. Because New Year’s Resolutions are not about quitting bad habits, it’s about replacing them. And we’ll talk more about that on our next episode.


Matt: Yeah, very good. Well I’m looking forward to that, so um hopefully we gave you good value today uh and we’ll see you next week. Thanks very much, Bob. Appreciate it.


Bob: Well thank you very much, Matthew, and if I may at this point I just want to take a moment here to wish everyone all the best for this holiday season. Spend the time with your family. Take the time to reflect on this past year, and take the time to reflect on yourself and where you see yourself in five, ten, fifteen, twenty, fifty years from now. Have a great holiday season.


Matt: Merry Christmas. Thank you everybody. Bye now.






Play


  





  


          


  

    


    

    Create Inspiration Not Perspiration with Your Performance Reviews
  

    
          

              

        






  
For some organizations, employees are now finding out what “bonus” or “incentive” payment they will receive based on 2014 financials. Figuring in the results are performance reviews dreaded by employees and their managers alike, no matter what level of the organization each is at.


For most, personal and corporate goals have little in common. And so the quarterly or annual reviews are a largely unwelcome exercise that happens according to schedule to meet the rules.


But what if these mandated meetings began with meaningful discussions around the employee’s own dreams and desires?


Let’s back up a bit.


I would like to see more organizations helping individuals meet personal objectives, not just corporate objectives.


The pairing benefits both:






If you take care of your people, your people will take care of your bottom line.


 




The bottom line is a result of their ongoing behaviours. However, an employee will not demonstrate the appropriate behaviors if they are not motivated to do so, and the best way to get those behaviours demonstrated is to make the performance review more personal in relationship to their dreams, not your corporate dreams.


Make the discussion about them


Therefore, when you meet with each individual team member, lead the discussion to be about them and what they want out of life. Do not discuss corporate goals or performance at this time. From that discussion, ask them how they plan to realize their dreams, beyond career desires, and how you can be of assistance to them. Recognize their values and strengths at this point and if anything, build their self-esteem and encourage them to make their dreams a reality.


Now that you know where they want to go, how they are going to do it, and how you can be of help, do you think they will now be more motivated to assist you in reaching your corporate goals? I think so.


Next, you can introduce the corporate objectives and ask how they can contribute towards the accomplishment of them. Once again, recognize their values and strengths and align the objectives in that direction.


Get to know them better. Check in often. There should be no surprises when the mandated reviews come around.


Keep in mind that people go to work to make money. However, it is not truly money that motivates them, it is the lifestyle dream that they have deep down inside.


Work is nothing but a stepping stone to help them get where they want to go. When they know where they want to go, they become more motivated to go to work.


Your job is to help your team members realize that each day of work brings them closer to the realization of one of their internal and personal dreams. That is the foundation to permanent self-motivation.


Self-motivation drives commitment. And commitment fuels engagement and results—a win-win for both the individual and the organization.


Want to learn more about self-motivation and team motivation and boost morale, productivity, and effectiveness in your team in just 30 days, or less?


Read Motivate Your Team in 30 Days.


  





  


          


  

    


    

    What to Do When Call Reluctance Strikes
  

    
          

              

        






  
To be successful in sales you need to communicate effectively on the telephone.


Salespeople know that:






You build relationships and make more sales when you pick up that phone more often.


 




As Matt Heinz recently reported:


    

  • 93% of converted leads are contacted by the 6th call attempt (Velocify) Tweet this
    • 

  • 78% of decision makers polled have taken an appointment or attended an event that came from an email or cold call (DiscoverOrg) Tweet this
    • 



But what happens when call reluctance strikes?


That’s the question multi-award winning sales and telesales trainer Jenny Cartwright answers inWhat to Do When Sales Reluctance Strikes. She notes:


If you are someone who procrastinates about making calls, it could be that you fear rejection, have no goals or too little knowledge about your product or service to sound confident. One of the most important things to be sure of is that you never allow negative thoughts of failure to even enter your head.


Whenever you get a negative thought about calling someone, quickly write it down and change it to a more positive thought.


For example if you think ‘I can’t call them again, they have said ‘no’ twice now’. You change to think positively. ‘I must call them again to give them a chance to buy. They will know I really care that they don’t miss this great opportunity.’


Always expect a ‘yes’ because if you expect a ‘no’ you will certainly get one, Jenny writes.


She concludes that


…one hour of procrastination per day equals 225 ‘selling’ hours wasted a year (based on working 45 weeks a year). You can simply choose to change your behaviour to make more telephone calls and more sales in 2015.


Read all 10 tips in What to Do When Sales Reluctance Strikes, one of the articles in Motivating Your Mind-Inspiring Your Spirit 2015, a 115-page e-book with stories, tips, insights and case studies from 95 industry experts, CE0s, CFOs, company directors and business owners, including me and my son David. Download your complimentary copy here.


Find all 15 inside sales statistics from an AA-ISP Front Lines Conference here.


  





  


          


  

    


    

    Own Your Sales Targets—Assess Your Progress at Each Stage
  

    
          

              

        






  
What are the three most important things that you want from your job? If you don’t know or if you can’t answer this question, you are not taking control of your life or your future and you are leaving life to chance and circumstance.


Your job or business has expectations of you. You should have expectations of your job or business in return. Make sure you know what these expectations are, and make sure the people you report to know them as well, and are in agreement. Then, together, everyone can win.


Reviews of these expectations may follow a pre-determined quarterly or annual schedule. But you need to be monitoring and measuring your progress regularly to make sure you are on track, even if the people you report to don’t.


Ben Stein said, “Nothing happens by itself… it all will come your way, once you understand that you have to make it come your way, by your own exertions.”


Map organizational targets


In most organizations the expectations of management for salespeople is revenue- or volume-based, while salespeople’s expectations are to have the freedom and support to do their job, and to be well rewarded or recognized for doing it.


Let’s take a look at the organizational goals that you are expected to meet or surpass.


Let’s pretend your goal or target is to sell and deliver $1 million of new revenue within the fiscal year for your organization. How do you intend to meet it?


In detailing your action plan, you have to take history into consideration. What can the past tell you about seasonality trends, favorable market conditions, competitive activities, your call-to-close ratios, etc.? Knowing these and other sorts of information can benefit you considerably.


You should first review the past, as it is likely to repeat itself. Then map out your target as finely as you can by periods—quarters, months, weeks, days.


Each of these periods becomes a sub-target or sub-goal and should be monitored and measured accordingly.


But in order for you to meet these sub-goals, you have to do something. That something is your behaviour.


As a salesperson you have to demonstrate appropriate behaviour. You have to be constantly filling the funnel with suspects (potential buyers), qualifying them to become prospects, making presentations, acquiring new business to become buyers, and following up.


You also have to maintain and develop more business from existing buyers, handle requests, go to meetings, complete all kinds of reports and maintain a positive and enthusiastic attitude, no matter what.


Keep your GPS set towards your organizational goals and assess your progress at each stage. You may have access to custom reporting via a CRM or other sales system. One way or the other, you need reliable metrics to track your progress to a timetable. Can you be sure of your conversion ratio or the best method you reach your customers?


Adjust your behaviours to achieve greater results


If you don’t have a CRM and don’t know your ratios, you will first need to track your daily behaviours, which is not all that difficult and worth the effort in the long run. Create your own daily behaviour tracking worksheet. Summarize the numbers monthly to determine the time spent and your averages, or ratios. This in turn will help you in determining the selling habits that will make you more productive and more successful.   See an example of how I applied this inGood Selling Habits.


Back to the organizational goals that you are expected to meet or surpass. Each should be smart, measurable, attainable, relevant and trackable to a timetable.


If you don’t have an online system to help you track these goals, a self-made goal log with short-, medium- and long-range goals can help. You’re welcome to use/modify my goal log formfor this purpose. Complete one for each of your organizational goals for the fiscal year.


You can also download a Goal Chart and Monthly Monitor Chart on my Free Resources page. Just scroll down to the Documents section.