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How Behavioral Intelligence Drives Productivity with Mary Grothe, Ep #182

Sales Reinvented

Release Date: 02/26/2020

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A salesperson needs to utilize behavioral intelligence to be effective. What does that look like? It’s about leveraging your skills and abilities to follow through and accomplish goals. This is imperative to your success as a sales professional. Mary Grothe joins Paul to discuss productivity and how behavioral intelligence—and your behavioral quotient—impacts your ability to make sales. Don’t miss this engaging episode of Sales Reinvented!

Mary Grothe started her career with a Fortune 1000 company in an administrative role. She quickly excelled and demonstrated the necessary skills to transition into a sales position. Since then, she’s sold millions in revenue. She is the CEO and Founder of Sales BQ®, a firm geared towards helping businesses rebuild sales and marketing departments to achieve growth and increase revenue. 

Outline of This Episode

  • [1:08] Mary Grothe’s take on sales productivity
  • [2:21] Why aren’t salespeople productive?
  • [4:40] Improve day-to-day productivity
  • [6:30] Attributes a salesperson should have
  • [7:40] Tools, tactics, and strategies
  • [9:30] Top 3 dos and top 3 don’ts
  • [12:10] Mary’s greatest productivity story

A productive salesperson must learn to master the “in-between”

Mary points out that most salespeople are highly intelligent. They are product ninjas who know their marketplace and their competition. They excel at engaging with prospects and making them feel understood. To be productive, they must show up and do the work, day-in and day-out. They tend to excel at the core tasks of their position.

To Mary, being productive in all of these areas is important—but you must master the in-between. In-between phone calls and meetings, where is your time being spent? You must be smart and effective with every minute of your day and not let little things fall through the cracks. If a salesperson doesn’t excel at something, it’s easy for them to only focus their attention on their strengths. How is that remedied? Keep listening to find out!

Salespeople need structure to stay on-task

Mary states that some organizations are a “hot mess” and don’t have a good infrastructure in place to set their salespeople up for success. A good CRM, automation, technology, and a playbook are essential. Structure, guidance, and a constant feedback loop are imperative. If there isn’t a good framework in place, they won’t be productive—it’s that simple.

She’s also noticed that many salespeople aren’t detail-oriented. It’s not in their nature. If they aren’t held accountable through every step of the process, they’ll find activities to spend their time on that they find fulfilling. That is why it is of the utmost importance to have a guidebook and system in place. 

Organization and planning make a world of difference

Mary is naturally a very organized person (which she’s found is a HUGE indicator of success). It’s so easy to be overwhelmed by emails or distracted by social media. What starts as an essential tool can hinder your progress. She knows you must teach sales professionals how to prioritize their days so they enter the office with a game plan—not just winging it. 

The most productive people have a plan and know where every single minute of their day is going.It is a game-changer. When Mary first started in sales, she was the first person showing up at the office to knock out administrative work. She would leave for her day of scheduled appointments when most of her coworkers were just showing up

Mary became an accomplished salesperson because she was disciplined, organized, and planned her day in advance. She would map out her day the evening before and visually gauge where she was going and what she needed to do the next day to be on par with her goals. 

The behavioral quotient of behavioral Intelligence 

Mary defines the behavioral quotient as the “conscious decision to show up and perform every day at the highest ability”. It is changing your mental mindset so that being mediocre is never an option. Instead, you must have a winning mindset. There is no plan B, and a misstep is equal to lost revenue. 

Your mental mindset triggers feelings that dictate actions and yield results.

You must change how you think, how you feel, and how you act to change how you perform. She notes it’s amazing how these changes will impact your results and make you a more productive salesperson. 

Mary was willing to do whatever it took (ethically) to find success in her position and strives to help other businesses do the same. To hear her top 3 productivity do’s and don’ts and other tips for success, be sure to listen to the entire episode of Sales Reinvented!

Resources & People Mentioned

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