High Performance Sales Strategies

Keys to High Performance in Sales

• The training aims to provide actionable strategies for consistent high performance in sales, business, and life.
• Focuses on the 20% of actions that drive 80% of results.
• Implementation is crucial for significant improvement.

Training Overview

• Putting yourself in a position to win by setting projections and goals.
• Identifying and addressing the two primary reasons for missing targets.
• Avoiding ruts.
• Sustaining high performance.
• Maximizing upside and minimizing downside in sales.
• Energy management and regulation for consistent performance.
• Daily rituals for maintaining peak performance and avoiding slumps.
• Strategies for identifying and breaking out of ruts, returning to the baseline.

Projections vs. Goals

• Goals are desired targets, while projections are bare minimum standards.
• Projections normalize new levels of performance by minimizing downside.
• Projections should be achievable in worst-case scenarios.
• Goals inspire, but projections provide a baseline for diagnosis and improvement.
• Missing projections is acceptable if the reasons are understood and addressed.
• Projections facilitate reverse engineering the path to goals and hedging activities.

Hedging

• It involves increasing activity to ensure projections are met even in adverse conditions.
• Generating more calls than needed to fill program spots guarantees target achievement.
• A sense of confidence is gained, detaching from outcomes and focusing on the client's best interest.

Accuracy Through Projections

• Understanding the correlation between inputs and outputs.
• Sending X amount of messages = Y amount of closes
• Tracking metrics enables easy diagnosis of inefficiencies.
• Accurate projections provide a sense of control, leading to conviction and the ability to instill certainty in prospects.

Setting Projections

• Multiply the projection by 30-50% to determine the goal.
• Hedge behavior to achieve the goal while maintaining the projection as the minimum target.
• Reverse engineer the necessary actions to reach the goal.
• If the goal is 13 then hedge for 13 while keeping the projection at 10
• Factor in offer-to-close percentages, live consult rates, and call booking rates.
• Hedge leading indicators to influence lagging indicators.
• Review and adjust projections weekly, monthly, quarterly, and yearly.
• Include lead generation activities, set attempts, follow-ups, calls booked, and offers made.
• Focus on controlling leading indicators (inputs) to achieve desired lagging indicators (outputs).
• Leading indicators are controllable inputs, lagging indicators are outputs.

Reasons for Missing Projections

• Lack of hedging, not increasing volume.
• Being in a rut, which indicates underperformance.
• Adjust behavior to align with targets.

Identifying and Addressing Ruts

• A rut is defined as performing below 80-90% of capacity.
• Short-term dips are natural, but macro performance (bi-weekly/monthly) reflects true performance.
• A quantitative drop of 10% in closing percentage over 30 calls indicates a rut.
• Qualitative measurement involves assessing energy across physiology, clarity, necessity, and inspiration.

Four Areas to Measure Energy

• Physiology: Exercise, diet, sleep, water, and meditation
• Clarity: Alignment with vision
• Necessity: Importance of goals
• Inspiration: Information intake

Physiology

• Focus on exercise, diet, sleep, water, and meditation.
• Prioritize these for optimal energy levels and performance.
• Meditation enhances focus and presence during calls.

Clarity

• It involves alignment with a vision that provides energy.
• Tony Robbins states life supports that which support life
• Risks include having an unrealistic/unattainable vision.

Necessity

• Reasons for pursuing goals provide energy.
• Cultivate both selfish and unselfish reasons.
• Reasons should give you energy when you think about them.

Inspiration

• Inspiration comes from the information taken in.
• Inputs influence outputs and the ability to influence others.
• Bad inputs include negative news, upsetting environments, or conflicting visions.
• Good inputs include listening to past wins (recordings, testimonials) and motivational content.
• Structure inputs to align with daily activities.

Regulating Energy

• Rate energy levels on a scale of 1-10 in the four areas each night.
• A score of 8 or above indicates being in pocket, while 7 or below indicates risk or being out of pocket.
• Be honest.

Determining Energy Levels

• Assess sleep quality, diet, water intake, and exercise habits.
• Review vision, goals, and inspiration alignment.
• Reflect on reasons for pursuing goals and the energy they provide.
• Evaluate daily gratitude, client testimonials, and morning routines.
• Identify negative influences in the environment.

Additional Rut Indicators

• Ask close contacts for feedback on their experience.
• Monitor weekly projection achievement.
• Assess aggression levels.
• Evaluate promises to yourself.

High-Performance Rituals for Sustained Success

• Establish morning and night routines to maintain peak performance.

Morning Rituals

• Reading: Inspiration
• Identity Document (Audio): Inspiration, clarity, necessity
• Exercise: Physiology
• Calls to Wins, sales training: Inspiration
• Breathwork & Meditation: Physiology
• Identity Document (written): inspiration, clarity, necessity

Night Rituals

• Plan tomorrow today
• Update projections
• End-of-day journaling

End-of-Day Journaling

• List consults, leading indicator activities, and free journal on feelings.
• Reflect on what was great, what could be improved, lessons learned, and triggers.
• Assess responsibility, seek advice, and reaffirm reasons for pursuing goals.
• Rate physiology, clarity, necessity, and inspiration levels.
• Evaluate service to others, honoring promises, and operating at potential.
• Express gratitude and set intentions for tomorrow.

Breaking Ruts

• Diagnose the source of the rut and reset the baseline.
• Overcoming ego to acknowledge being in a rut is crucial.

Steps to Break a Rut

• Step 1: Identify the Source of the Rut
  • Run diagnostics across physiology, clarity, necessity, and inspiration.
• Step 2: Find the Baseline
  • Review past end-of-day and end-of-week reviews.
  • Identify discrepancies and changes needed to return to peak performance.
• Step 3: Regain Your Standard
  • Forgive yourself, revert to your standard.
  • Journal about the lessons learned to prevent future ruts.