{"id":5049,"date":"2022-10-08T04:30:55","date_gmt":"2022-10-08T09:30:55","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=5049"},"modified":"2022-10-07T03:19:03","modified_gmt":"2022-10-07T08:19:03","slug":"sales-tip-1340-impact-over-activity","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1340-impact-over-activity\/","title":{"rendered":"Sales Tip 1340: Impact Over Activity"},"content":{"rendered":"

\"Scott“Impact is the name of the game.” – Scott Ingram in today’s Tip 1340<\/strong><\/p>\n

What’s your thought about this?<\/b><\/p>\n

Join the conversation below<\/a> and check out the Newsletter!<\/p>\n

<\/a>The Hustle Newsletter<\/a><\/p>\n

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442<\/strong> or Email: scott@top1.fm<\/strong><\/p>\n

Transcript<\/h3>\n

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. I\u2019ve got kind of a lot on my mind as we get ready to kick off the 2022 Sales Success Summit on Monday, so I\u2019m going to share a double dose of my thoughts this weekend before leaning quite hard on the community to help with their thoughts and tips coming out of the Summit the next few weeks.<\/p>\n

Today\u2019s tip is a little bit soapboxy and was prompted by a piece in The Hustle, which is one of my favorite daily newsletters. They did a segment on Productivity Paranoia and the disconnect between workers, 87% of whom say they\u2019re productive at work, and leaders who are almost the complete opposite because only 12% are confident their teams are productive. There\u2019s a link to the full newsletter for you at DailySales.Tips\/1340<\/a> if you want to read it yourself.<\/p>\n

It was Microsoft\u2019s CEO Satya Nadella who called this productivity paranoia, and I think their conclusion is spot on. They suggest pivoting from stressing over whether employees are working enough, to helping them prioritize what\u2019s most important. That includes clarifying what to do and what not to do and rewarding impact over activity.<\/p>\n

Impact over Activity. I love that, and I think that\u2019s the gap that we see. Unfortunately, it gets worse in times of underperformance. I experienced this most acutely early in my career. In 2008, I was working for a multi-billion dollar company with an incredible track record for double-digit growth and there was a recession coming on and things were getting hard. This stuff kind of rolls down hill and I think there were 8 layers of people between me and the CEO, and the focus on activity kept cascading down until it got to me and I don\u2019t think I\u2019m exaggerating in saying that I was spending close to 25% of my time documenting what I was spending my time doing.<\/p>\n

I\u2019m seeing this a lot today. There\u2019s more and more focus on activity and micromanagement around that activity. The problem is, activity isn\u2019t what\u2019s needed. It\u2019s impact! And all too often this activity mandate is one size fits all. The expectation is that everyone should be cranking out the same number of dials, outbound touches, or what have you. But that\u2019s just lazy leadership.<\/p>\n

I had a conversation with a really strong performer a number of months ago. She was the top performer in her group and was generating the most pipeline and brining in the most revenue. By the way, that\u2019s called impact! All of a sudden she was being held to activity metrics that were preventing her from running the high touch, high quality, and high converting outreach plays that had allowed her to be successful. She was also super frustrated and was starting to hate her job. The same happened to me. I only tolerated the micromanagement for a handful of months before I left.<\/p>\n

We have to start by focusing on impact. Both in the way we think about our own activities and also those of our team. Different people need different things. Someone might already have a really large pipeline, but the majority of it is early stage. That person probably needs to focus more on moving those deals forward. Of course, someone that does have a really thin pipeline may very well need to focus on activities, but we have to be thoughtful about what the right activities are for that person.<\/p>\n

How have they been most effective? If they\u2019re great on the phone, why would you insist that they focus more on social and email touches or vice versa?<\/p>\n

Impact is the name of the game. Where\u2019s the gap? Focus on that! That might lead to activity accountability, but at least at that point, each individual is focused on the right activities that are going to make the biggest difference for them.<\/p>\n

The worker-manager relationship should be a partnership. It should be a collaboration, not an us vs. them situation. It\u2019s up to both parties to lean into that idea and to build trust and impact together.<\/p>\n

Now if you don\u2019t think you\u2019re ever going to get that in your current role and it\u2019s time to make a move. Come on back tomorrow for my thoughts on Choosing the Right Next Company. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"

“Impact is the name of the game.” – Scott Ingram in today’s Tip 1340 What’s your thought about this? Join the conversation below and check out the Newsletter! The Hustle Newsletter Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm Transcript Scott Ingram: You’re listening…<\/p>\n","protected":false},"author":2,"featured_media":1141,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-5049","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"\nSales Tip 1340: Impact Over Activity - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1340-impact-over-activity\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 1340: Impact Over Activity - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"“Impact is the name of the game.” – Scott Ingram in today’s Tip 1340 What’s your thought about this? 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