Skip to content

Going against gravity

Clive
— 1 min read

It's hard to do, but escaping the gravitational pull of delivery work is important if you're going to fit in sales activity. Here are three ways get motivated:

  1. Quarterly. Imagine looking back at the end of the quarter, what has to happen for you to feel satisfied with your progress? Still looking back from the imagined future, write in detail about your sales goals and how you achieved them.
  2. Weekly.  Make a list of your 5 biggest sales goals for the week. These are things you must achieve, alongside your deliver work. Schedule time for them as though they were a Doctor's appointment, or something similar.
  3. Daily. Commit to completing one small sales task every day for a month. Perhaps a follow-up call to ask for a meeting, an email to ask for a referral, or 10 minutes research on a potential prospect.

Give these ideas a try. Notice how long it takes before you're pulled back by the delivery mindset. Then reset and add some more rocket fuel. Try again.

At some point you'll escape gravity and find you're developing business as part of your consultancy schedule. That's how it should be.

The Influence Briefs

Clive

Related Posts

Members Public

Talking too much

I was in a meeting once where I said a lot. Frankly… I just talked too much. Good points. Clear insights. People nodding (off). Afterwards, my boss pulled me to one side and said, “You didn’t hear half of what the client said, did you?” She was right. I’

Members Public

The deluxe service

If you’ve stayed at a posh hotel you may already know about the deluxe services that are available … if you have enough money. And, I’m not talking about a bigger room and well-stocked the mini-bar. That’s nice but with the deluxe service comes a suite

Members Public

What did you try this week that's different?

Just take a moment to answer this question. What did you try this week that's different? And I'm not meaning eating Hákarl (although kudos if you did). I'm meaning a different way to have impact or influence. Most candidates applying for coaching haven'