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Sales Reinvented

We at Sales Reinvented are on a mission to change the negative perception of sales people. Each week we will be interviewing experts in the field of sales and sharing their knowledge, ideas and expertise with our listeners. They share with us in our vision of a world where selling is a profession to be proud of. The aim of our formatted show is to provide ‘snackable’ episodes that are short enough to listen to in one sitting but long enough to provide real value that will help you in your sales career. Welcome to the Sales Reinvented Podcast.
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At Sales Reinvented, we are on a mission to change the negative perception of selling. Welcome to the Sales Reinvented Podcast.

Nov 20, 2019

Everyone uses a different productivity process in their daily work, but some maximize it more than others. If you’re ready to move beyond just completing checklists and want to efficiently generate revenue, you need to focus on productivity. So what should that look like?

Scott Ingram—Account Director at Relationship One and host of TWO podcasts—is here to chat with Paul about the process of productivity. Scott has a lot on his plate but manages to handle everything efficiently and effectively. How does he do it? Listen to this episode of Sales Reinvented to find out!

Outline of This Episode

  • [0:20] Paul introduces Scott Ingram.
  • [1:00] What is productivity?
  • [2:45] Eliminate the “endless scroll”
  • [4:55] The 4P productivity process for producing profit
  • [8:45] A great salesperson must embody a maniacal focus
  • [12:10] Be minimalist with the tools you use
  • [13:55] Top 3 Do’s and Don’ts
  • [15:00] Scott’s favorite productivity story

Overcome the distraction of the “endless scroll”

Scott defines productivity as “the amount of meaningful work you can get done in a given period of time”. What does meaningful work mean? Anything that pushes you towards generating revenue. How much revenue can you generate in one hour of meaningful work? If you’re questioning the level of meaningful work you’re able to knock out, it might be time to eliminate some distractions.

Scott notes that the world of technology seems to be conspiring against us.

You get notifications from your email, Facebook, Instagram, LinkedIn—the list is endless. Everyone knows it’s easy to get sucked into the rabbit-hole. Technology promises efficiency and delivers distraction. Scott recommends becoming more vigilant with your time. Leverage technology, don’t let it leverage you. Keep listening to find out what that looks like. 

Scott’s 4P Productivity Process for Producing Profit

Scott recently gave a presentation on productivity and was kind enough to summarize it (for the full walk-through of the topic, we’ve linked it in the resources below). If you’re ready to improve day-to-day productivity, consider this process:

  1. Purge: Get rid of unnecessary distractions. Turn off app notifications and unsubscribe from emails crowding your inbox. Set a foundation for your day. 
  2. Process and Plan: Develop a system that works for you. Put a checklist in place that covers your calendar, your pipeline, territory or whatever it is that contributes to meaningful work. 
  3. Prioritize: What are you actually able to get done? What needs to get done now versus later? 
  4. Perform: With the other 3 steps in place, go out and execute. Be consistent with the first three P’s and things will begin to fall into place.

Do you have the maniacal focus required to be successful?

The Oxford dictionary defines the word ‘Maniacal’ in its non-formal sense as someone “exhibiting or denoting obsessive enthusiasm”. Scott believes this is the #1 attribute of a great sales professional. Do they have the obsessive drive and focus needed to be the top salesperson in your company?

Scott runs a podcast in which he only interviews the top-performing sales professional in any given company (or top 1%). These men and women have proven to be the best of the best and have mastered the productivity process. 

He gives an amazing example of someone who is 200% more productive than the second-best salesperson in his organization—listen to hear his story!

It pays to be a minimalist

When asked what tools individuals could use to increase productivity, Scott noted that it is better to be a minimalist. Keep it simple. A few tools that are a given include Gmail and your calendar. Scott also enjoys using:

  1. Evernote: A note-taking app that helps you stay effortly organized.
  2. Todoist: an App Scott likes that helps you organize tasks and schedule deadlines to keep you on-task.
  3. Brain.fm: Music that claims to improve focus and therefore productivity. 
  4. Inbox Pause: an extension that stops emails from entering your inbox until you want them to. 

Above all, it’s about developing a process that you can execute consistently. To hear Scott’s top three “Do’s and Don’ts” make sure to listen to the whole episode!

Resources & People Mentioned

Connect with Scott Ingram

Connect With Paul Watts 

Subscribe to SALES REINVENTED

Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com

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