BASIC PHYSICS… sometimes we overcomplicate things in the Sales Business. We create theories and analyses and charts and graphs and all sorts of reviews in an effort to be more efficient. There is nothing wrong with this as long as we do not lose sight of the fundamentals. I was reminded recently of a very basic LAW of PHYSICS… "A body at rest tends to stay at rest. A body in motion tends to stay in motion". You don't have to ponder this law very long to make the connection between ACTIVITY & the subsequent RESULTS.
Here is your ACTION STEP… think about the concept of "rolling a rock up a hill". This metaphor implies that the effort required to keep the rock moving is constant. Not so! The good news is that in the connection between Activity & Results, once things start happening you are no longer required to "roll the rock up a hill"… all you need to do is keep the rock "in motion". Just keep it "in motion" by moving it along on a level plane. Much easier. Once the Activity is constant the "hill" disappears. Here's what to do:
1. Decide on the Activity necessary to generate the desired Results. (lead generation, marketing, lead follow-up, asking for referrals, etc.)
2. Tell everyone around you, including yourself what you are going to do. Create some external and internal accountability.
3. Critical Point: Make sure this is your top priority for that day.
4. Because it is your top priority… do it first… no cheating. Keep the rest of the "snakes in the box" until you have completed #1.
By following these four steps, you will consistently be a "body in motion". Tie that together with the Activity creates Results premise and you will be successful. There is a corollary to this Law of Physics… it goes like this… "Results do not always come from the activity you have been engaged in but when you are in motion, Results inevitably appear". Constant Activity generates constant Results. Be in Motion. NO Excuses.