Activity: Sentence Yourself

Most organizations operate by way of visions, mission statements, goals, and objectives.  While all of these are extremely important, the foundation of actualizing these governing principles are behavior and activity.  It is the everyday execution of owned competencies that translate theory into revenue.  Deliberate and difinitive activity is an imperative prerequisite to achievement.  In business we frequently utilize lofty quotas as motivation to increase activity.  Consequently, we often get the activity that we encourage without the results we desire.  This is because we too routinely overlook and take for granted the accurate, efficient, and methodical behaviors required to produce favorable outcomes.

eBack9 defines activity as deliberate and definitive work.  As it relates to sales, work is prospecting, meeting, or following-up.  If you are not engaging in one of these three, then you are not working.  The most valuable quality regarding activity is, arguably, discipline.  It takes focus, control, and will to do all of the things necessary for exceeding goals and objectives.  Picture a day in your work life, what percentage of time do you spend prospecting (researching, preparing, telemarketing, cold-calling, networking, or referrals), meeting, and following-up.  Let’s be sure to include electronic communication and internet surfing as well.  The timeless ‘Always Be Closing’ philosophy is still applicable today, defining ‘Closing’ as continually getting closer to mutually beneficial relationships.  A perpetual hunger to connect through a thoughtful pursuit is essential in increasing relevant activity.

Another prevalent scenario regarding activity is knowledge of what one should actually be doing and how they should be doing it, or the lack thereof.  Not many organizations clarify and carry out roles and responsibilities like The United States Military.  In the immortal words of Col. Nathan R. Jessep in A Few Good Men, “We follow orders or people die”.  The interesting thing about this quote is the deceptively simplistic implication of flawless execution.  Just because orders are given doesn’t guarantee accurate implementation, it takes the right instruction and application to assure favorable finales. 

Outcomes follow results which come from meeting goals and objectives.  These are met through precise activity targeted at the proper possibilities.  Always understand who your target market is, what you have to offer that market, and how to penetrate that market appropriately.  As companies and sales people we must sentence ourselves to the daily grind of developing win-win relationships.  Activity is deliberate and definitive work, show me your outcomes and I will define your activity.  Great Selling!

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