Velocity Selling TV – Episode 29 – Winning Every Day

Sales Coaching Strategies, Achieve your Goals

Velocity Selling T.V. Episode number twenty-nine kicks off with sales experts Bob Urichuck and Matthew Whyatt discussing how you too can be winning every day. Once you start to form effective habits, you can begin to effectively reach those goals by getting closer every single day. Daily monitoring helps keep your goals at the forefront of your mind and reminds you of what is important.

Monthly Goal Monitoring Chart

Download the Monthly Monitor Chart

VSTV: Episode 29: Winning Every Day

Matthew: Well, welcome back to Episode twenty-nine of Velocity Selling T.V. We’ve got Matthew, your host- I’m Matthew, and we’ve got Bob up in Canada. Welcome Bob.
Bob: Yeah, hi Matthew. Good to see you once again.
Matthew: Great to see you too. So we’ve been talking about setting the goals in place and taking action and then, one of the things I really love doing is having a win every day. We might have really big goals, but how do we break that down on a granular level? How do we have that win every day? And one of the tools that you use is a monthly monitor chart. So can you walk use through how to use that Bob?
Bob: Yeah. Well, what we’ve done is we provided everyone with a brief overview of what we call the goal log. And the goal log takes you step-by step through all the goals you need to accomplish. Once you have your action plan set out, you need to figure out a way of how can you monitor and measure your progress. So if you say you’re going to do something, well how can you monitor yourself? How can you measure yourself? Well, I put a lot of thought into this and out of that I created what I call a ‘Monthly Monitor Chart’. In the book, ‘Velocity Selling’, there’s obviously a monthly monitor chart and I’ll just hold it up here, I don’t know if it’s going to be readable or not, but to give you an idea, across the top, from left to right, you’ve got the numbers one to thirty-one which represent each day of the month. Down the left-hand side here, we have all the daily activities. In other words, it starts with goal review, and then you’ve got three lines, a.m., noon, and p.m. Matthew, what would happen if you reviewed your goals three times a day, every day?
Matthew: Well that stuff really gets in your head. It starts becoming part of your conscious thinking and your subconscious action plan. I’ve actually got a, I’ve used that list, but I’ve also got a list in my notes that I read through on a- actually I only read them morning and night- maybe I got to start doing it out at lunch hey?
Bob: Well the idea here is, when you do it, you give yourself a check mark.
Matthew: Yeah.
Bob: So in other words, giving yourself a visual check mark, yes I did review them this morning at noon. Now, the next level here, is you have what you call daily affirmations. ‘I will praise’, ‘I will ask more questions’, you know, things along these lines. Things that you want for your own personal self, ‘I’ll talk positive to myself’, we call them daily affirmations. And as you read them, it’s not just reading them and giving yourself a check mark, it’s applying them throughout the course of the day and then give yourself a checkmark. Get the idea?
Matthew: Yeah, got it.
Bob: And then the very bottom part here, we have, what are your three top goals for this month? So you identify the three top goals, and it could be in three different categories, but underneath each category, category one could be sell ‘X’ dollars’ worth of revenue, or create ‘X’ dollars’ worth of revenue this month. Well then, underneath it are, what are the three things that you need to do every day to help you reach that goal? So in other words, the goal is there with three daily activities that you have to do to reach it. And we do this for three goals. Now the idea is giving yourself check marks. You know that it’s said that if you do something consecutively for twenty-one days it will become a habit. What we’re trying to do here is get you to create effective habits. A big part of the habit is, we allow you to do twenty-five check marks out of thirty-one. If you do twenty-five check marks out of the thirty-one within a month, you’ll accomplish it, you’re well on your way. So it’s a simple tool, it’s a piece of paper, you can have it soft copy, you can have it hard copy, you can change the wording on it, but the whole idea it’s there to keep you on track of your daily behaviours- day in and day out. Now, I’ve used it many, many times in my life, in many different ways and you’ll find that- like there was one time I wanted to spedn- my kids were teenagers, and I wanted to spend more time with them. And after a month, I only saw five check marks. I start scratching my head and saying ‘Why?’ and then I realised my job is taking me out of town a lot and I’m on the road. And if I’m out of town, well I can’t spend time with them. So it made me open up my eyes and ask myself ‘How important is that goal?’ and to me it was very important at the time. So the next month I changed the goal to finding another job with less to no travel so I could spend more time with my kids. It took six months for me to actually get into another job, but seven months later I was getting those check marks on it. So what it does sometimes it helps us to analyse our life a little further and see some of the obstacles that are preventing us from where we’re going and then make changes within our goals to help us get there.
Matthew: Yeah, very cool.
Bob: The thing is, it become a daily discipline- monitoring your behaviours on a daily basis and then of course, the final part to all this is reward. And maybe we should save that for our next episode because when you do what you say you’re going to do, you should always reward yourself. Do you remember very early in the beginning of these episodes, we talked about praise and recognition, or rewards, reinforce behaviour. So if we see positive behaviour, we want it rewarded so that it gets repeated. So any behaviour that’s recognised or rewarded gets repeated. I want to make sure that you do what you say you’re going to do and then reward yourself accordingly.
Matthew: That’s fantastic Bob. Now what I’ll do is, I’ll go ahead and put a link to download the monthly monitor chart. I’ll put it in soft copy so that you can edit it up and make it your own.
Bob: Sounds great Matthew. Thanks for sharing that with everyone.
Matthew: Fantastic, talk to you later. Bye-bye.
Bob: Bye.

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Matthew has been involved in the growth of many businesses across multiple industries including, health products, software development, IT consultancy, Real Estate and franchise sales with personal sales of over $100 million.

After all of this hard work Matthew took a year off with his wife and two children in Bali. After returning to Australia Matthew was ready to take on his next challenge, following his passion in Sales, and joined the Velocity Selling team as CEO.

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