Every morning when a salesperson starts their day, they have a choice. They choose their level of activity. However, they can’t choose their level of effectiveness. Golf is a good example. We can choose to show up on the golf course and play 18 holes, but we have very little immediate control over how well we play.
That simple formula, activity multiplied by effectiveness, credited to Steve Mulch, produces four types of sales behavior. We have all seen them from time to time, in our own pipelines, in our colleagues, our direct reports or our clients.
- High activity, high effectiveness: the performer. Plenty of the right conversations, converting well.
- High activity, low effectiveness: busy, but not moving deals forward. Needs coaching on skill and focus.
- Low activity, high effectiveness: good when engaged, but not engaging enough. Needs a bigger pipeline.
- Low activity, low effectiveness: needs both structure and support.
As a manager, the question is: how do you coach your team, and help each person develop the self-correction to reach the right balance?
Originally published on LinkedIn on October 25, 2015.