THIS IS GONNA

THIS IS GONNA ONE FOR YOU THIS IS GONNA BE A HARD ONE FOR YOU TO HEAR IF YOU'RE A SALES MANAGER, BUT WHAT YOU HAVE TO UNDERSTAND IS ACTIVITY. A LOT OF TIMES YOUR TEAM, YOUR SALES PEOPLE, THEY'RE CLOSING DEALS DESPITE THE FACT THAT YOU'RE MAKING THEM DO SO MUCH ACTIVITY, NOT BECAUSE OF IT. OKAY? THINGS LIKE DEMOS, THINGS LIKE UM UH DISCOVERY CALLS. YOUR PEOPLE ARE PROBABLY CLOSING DEALS DESPITE THE FACT YOU'RE MAKING YOUR CLIENTS JUMP THROUGH ALL THESE HOOPS, WALK ON FIRE, CRAWL UNDER THIS STUFF, YOU KNOW, OPEN THEIR, AND TELL YOU ABOUT ALL THEIR FEARS. WHAT YOU HAVE TO UNDERSTAND IS THIS IS NO DIFFERENT THAN PROFESSIONAL SPORTS. ACTIVITY DOES NOT NECESSARILY MEAN RESULTS. IF YOU ARE RUNNING THE WRONG DIRECTION, IF YOU'RE DOING THE WRONG THING, YOU ARE NOT GOING TO GET RESULTS. BUT UNFORTUNATELY, MANAGEMENT HAS LOST THEIR WAY ON THIS AND IT'S NOT THEIR FAULT, THEY THINK THAT ACTIVITY IS RESULTS. AND IT'S SOMETHING THAT'S SIMPLE FOR THEM TO MANAGE BECAUSE THEY DON'T HAVE TO UNDERSTAND THE SALES PROCESS TO MANAGE ACTIVITY. THEY DON'T HAVE TO UNDERSTAND WHAT'S IMPORTANT TO DO IN ORDER TO MANAGE ACTIVITY. AND THEY CAN LOG INTO THEIR DASHBOARD, THEY CAN LOOK AT ALL THE ACTIVITY, THEY CAN FIND THE PEOPLE THAT DON'T HAVE ACTIVITY AND THEY CAN PUT THEM ON A PERFORMANCE IMPROVEMENT PLAN. OKAY? AS SOMEBODY THAT HAS SAT IN YOUR SEAT IF YOU'RE A MANAGER AND AS SOMEBODY WHO SAT IN YOUR SEAT IF YOU'RE A SALES REP, I'M JUST GOING TO SAY IT WHAT NOBODY ELSE SAID MOST OF THAT ACTIVITY IN THE DASHBOARD IS FAKE. YOU DON'T THINK YOUR SALES PEOPLE HAVE REALIZED THAT YOU'RE JUST MANAGING THEM ON ACTIVITY? YOU DON'T THINK THAT THEY'RE GOING ON A WORK TRIP AND LOG IN NINE MEETINGS AND THEY ONLY HAD THREE, RIGHT? YOU HAVE TO MANAGE AROUND THE PROCESS. AND IF YOU'RE A MANAGER, YOU HAVE TO YOU DON'T HAVE TO GET YOUR BLACK BELT AND SOMETHING LIKE EASTERN UNIVERSITY, BUT YOU HAVE TO UNDERSTAND THE STEPS OF THE PROCESS. YOU HAVE TO UNDERSTAND THE WORLD THAT YOUR SALES REPS ARE LIVING IN. YOU HAVE TO UNDERSTAND THE CHALLENGES THAT THEY'RE FACING IN THE THAT THEY NEED TO CLOSE THOSE DEALS. WHEN YOU UNDERSTAND THAT, ACTIVITY BECOMES A NO FACTOR. LIKE IF THEY'RE DOING THE RIGHT THINGS, IT'S GOING TO BE OBVIOUS. BUT UNFORTUNATELY, IT'S JUST TOO EASY FOR COMPANIES, IT'S TOO EASY FOR MANAGERS TO GO, ALL I'M GOING TO LOOK AT AS ACTIVITY. I CAN THEN PUSH THAT ACTIVITY UP TO MY MANAGER AND IT'S THIS LIKE HALL PASS FOR EVERYBODY. AS LONG AS WE HAVE A BUNCH OF ACTIVITY LOGGED, WE'RE GOING TO KEEP OUR JOBS. THAT MIGHT WORK OUT FOR THE INDIVIDUAL, BUT WHAT THE HELL WHEN THE COMPANY GOES OUT OF BUSINESS. IF YOU GUYS AREN'T GETTING RESULTS, THE COMPANY IS GOING OUT OF BUSINESS. IF YOU'RE NOT GETTING RESULTS, YOU ARE EVENTUALLY GOING TO GET FIRED. ACTIVITY HAS NOTHING TO DO WITH RESULTS IF YOU'RE DOING THE WRONG ACTIVITY. CLICK THE LINK IN MY BIO, I'M GOING TO BUY YOU THE CLOSING MINI MASTER CLASS. IT'S NORMALLY $300, BUT IF YOU CLICK THE LINK IN MY BIO, I'M GOING TO COVER ALL THE COSTS SO YOU CAN SEE THE SALES COACHING AND YOU CAN BE LIKE, YES, THIS IS SALES COACHING FOR SALES PROFESSIONAL LIKE ME. I'M GOING TO BUY YOU THE COURSE RIGHT NOW.