This is a story you’ve likely heard before, but it’s one containing such an important truth for sales professionals that this reminder will prove to be valuable for you in your sales work today.
That, and it perfectly sets up the expert resource I want to tell you about in a moment…
As the trainer stood in front of the group of sales professionals he said, “It’s time for a quiz.”
He then pulled out a one-gallon, wide mouthed mason jar and set it on a table in front of him. Then he produced about a dozen fist-sized rocks and carefully placed them, one at a time, into the jar.
When the jar was filled to the top and no more rocks would fit inside, he asked, “Is this jar full?”
Everyone in the room said, “Yes.”
“Really?” replied the trainer. He reached under the table and pulled out a bucket of gravel. Then he dumped in some gravel and shook the jar causing the smaller pieces of gravel to work themselves down into the spaces between the larger rocks.
Then he smiled and asked the group once more, “Now, is the jar full?” By this time, the audience was onto him. “Probably not,” one of them answered with a smile of his own.
“Good!” he replied with a chuckle. He then reached under the table and brought out a bucket of sand. He started dumping in the sand in. It went into all the spaces left between the rocks and the gravel. He asked the question once more, “Is the jar full?”
“No!” the group shouted.
Once again he smiled and said, “Good!” Next, the trainer grabbed a pitcher of water and began to pour it in until the jar was filled to the brim. He looked up at them and asked, “What is the point of this illustration?”
One eager young professional raised his hand and said, “The point is, no matter how full your schedule is, if you try really hard, you can always fit more things into it!”
“That is absolutely…not correct,” the trainer replied. “That’s not the point. The truth this illustration teaches us is: If you don’t put the big rocks in first, you’ll never get them in at all.”
I TOLD YOU THAT TO TELL YOU THIS…
With our finite amount of hours in which to work, our ability to keep a strong focus on the main priorities, along with the order in which other work should be done, will directly determine our sales effectiveness.
I know this is not a new concept to you.
What may be new to you is the sales coaching I read a few days ago from Fredrik Jonsson (@fredrikmembrain). He’s the Chief Content Officer at @membrain_com. His post is titled: “How should B2B sales people spend their time in order to reach quota?“
THE BIG IDEA
The big idea of Jonsson’s post is how to accurately answer this question:
How should our sales people allocate their time between different activities to optimize their chances of reaching quota?
WHAT I LIKED
The information Jonsson provides isn’t just the typical 3 bullet points and a pep talk. It’s incredibly practical and so useful that you can begin using what you learn from it right away.
Although we’re good at convincing ourselves that we have a solid handle on our daily time management, we may not be using the right mix of sales activities in the best ways to optimize our sales.
Jonsson’s post walks us through the variety of activities we do from day-to-day and gives us vital questions to ask ourselves to better tune the optimization knob toward greater sales success.
Then, the author takes us into a scenario to see how it plays out. This is helpful to better understand how to use your own situation, in conjunction with Jonsson’s expert direction, to increase the efficiency and effectiveness of your time.
Don’t miss this post, and be sure to pass it along to your colleagues/ sales team to aid strongly in increasing your organization’s sales numbers and make quota more often.
DON’T MISS THIS: Jonsson (via @membrain_com) is offering a very useful kit of resources to download. Since you read to the end of this post, you’re definitely someone who will find a lot of value in this downloadable resource: How To Set Realistic Goals In Complex B2B Sales.
[Reading Time of Jonsson’s Post: 4:00]
QUESTION ::: What was one of your A-ha! moments as you read Jonsson’s post? What are you going to put into action this week
Let’s talk about it…