“The trick to “H5” is to find the small things that you can do consistently, focus on those and through executing on those small goals, the byproduct will be achieving your big goal.” – Scott VanderLeek in today’s Tip 247
Should you choose to accept Scott challenge?
Join the conversation below and also share your results on LinkedIn!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. My favorite kind of tip is a tip from a practitioner who is part of the community who decides to step up and contribute a tip of their own. Today’s tip is just that and since Scott VanderLeek does such a great job of concisely introducing himself I’m just going to let him take it from here:
Scott VanderLeek: Hi! My name is Scott VanderLeek and I’m the Chief Sales Officer for Terryberry. At Terryberry we work with companies across the globe to help them ignite passion and engagement throughout their workforce through employee recognition. Over the past couple of years, I’ve gotten to know Scott Ingram and I’ve listened to and shared his podcasts and books with many people both inside and outside of Terryberry. I found this community Scott has built and the tips that come from it to be extremely valuable for me, for our entire team at Terryberry and even for colleagues outside of our company. At Terryberry, we talk regularly, like every day about having a growth mindset, getting out of your comfort zone and developing a process around what you want to achieve. I’m going to call my Daily Sales Tip “H5.” Here’s how “H5” works. Define a big-picture goal. Maybe for you, it’s becoming the top salesperson in your company or making president’s circle or whatever the top sales performance group is called in your company. That’s a solid goal, right? Well, here’s the problem. When you pick a big achievement-based goal, it becomes easy to procrastinate and it is really hard to make sure you’re doing the small things every day that will add up to and assist you in achieving the bigger goals that you’re setting. So now that you’ve identified a big goal, do this. Ask yourself how? When you answer, how once, ask yourself how again. It won’t take asking how five times thus “H5” to distill down the actionable daily process you need to create in order to achieve your goal. Now, let’s work through an example:
State of big goal. I want to achieve President Circle. Okay, how am I going to do that? Well, I will need more new customers than last year. Perfect. How are you going to find more new customers? Well, I’m going to devote 30 minutes, three days a week to pure prospecting, Great! How will that look? Hmm? Each morning I will spend the first 5 to 10 minutes researching and finding at least one new prospect to enter into my CRM. Now, this example only took 3 H’s or 3 How’s to get to a daily process which will drive results. The trick to “H5” is to find the small things that you can do consistently, focus on those and through executing on those small goals, the byproduct will be achieving your big goal. And you’ve developed a process to distill down the critical actions to achieve any goal you have. So now that we’ve talked about “H5” I’ll suggest the first and achieving a big sales goal. Listen to the Daily Sales Tip podcasts every morning to start your day. Could this daily five-minute investment change your results? Good luck, and happy selling.
Scott Ingram: So here’s your challenge for today should you choose to accept it. Pick ONE big-picture goal, and apply the H5 process to it. Then share your results on LinkedIn and be sure to tag Scott VanderLeek and Terryberry as well as myself and Daily Sales Tips. We’re eager to see what this looks like for you.
Scott is also offering two copies of their book The WOW Workplace and I’ll let him select the winners from those who take the challenge.
Then come on back tomorrow for another great sales tip. Thanks for listening!