Choosing discipline is choosing what you want now vs what you want the most — Jeb Blount from Fanatical Prospecting, a book I highly recommend if you are in outbound sales.
I think salespeople are like athletes. And athletes are valued to their performance. Performance is all about finding the right balance between efficiency and effectiveness.
On my previous video, week 17 SDR diary, I had shared how I create calendar events for each activity on a daily basis. I block out my calendar for 60 minutes for lead gen, another 60 for calling, another 60 for emails and social media prospecting. Its always in packets of 60.
Efficiency is the amount of activity I am able to get done within the time block I have created. So I started measuring it. Somedays I don’t get enough done. I make up for it the following day. Effectiveness is the results I was able to generate to maximise the outcome. I think the more you practice, the better is your effectiveness
Performance is Efficiency + effectiveness
This is what I have been tracking for the past 2 months
October 2020, I exceeded quota and hit 110%, November, 1st 3 weeks were on target, the 4th not so great. Lesson i learnt? if there is an upcoming holiday week, take that week out of your calendar and plan as if November has just 3 weeks instead of 4.
It shouldn't take you 18 weeks to understand your conversion percentages, but i started tracking my numbers a little late in my journey here at Outplay.
Once you know your top-of-funnel, your conversion rates and your efficiency + effectiveness, you essentially are in control of your own destiny in sales.
That's all for today, see you guys next week!
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