I'm fortunate enough to work with a large number of salespeople and business owners. One of the things I often help them with is analyzing their behaviors to set themselves up for success.
Are you willing to be really honest with yourself? If so, ask yourself two questions:
Are you currently analyzing what you're doing enough?
- Are you analyzing it the right way?
- If the answer is "yes," then don't worry about reading the rest of this article. But if it's "no," or you're just not sure, then keep reading.
Many people I see in sales and business ownership positions are guilty of a specific behavior. Maybe you are too.
After much experimentation, you find a behavior that works well for you. Maybe it's a prospecting activity, or perhaps it's a management technique. Whatever the case, you're knocking it out of the park.
Then, for some reason or another, you stop doing it.
Does that sound uncomfortably familiar?
If so, then you're probably not taking enough time to analyze what you're doing. Or maybe you're taking the time, but you're not analyzing it correctly.
So how should you analyze your success? I like to have my clients ask themselves three simple questions:
- What was I doing that worked?
- What was I doing that didn't work?
- What should I be doing more, better, or different?
If you want to analyze your success to get more of it, start by blocking out time on your calendar. Maybe it's weekly, maybe monthly, or it could even be quarterly.
If you journal on a regular basis, pull out your journal for reference. If not, your calendar should work.
Go through your journal or calendar, and review what you've been doing. Look through the activities, behaviors, and events. Once you've reviewed them, ask yourself those three questions.
If you track your behaviors, set aside the time to analyze, and ask yourself those three simple questions, you'll be able to refine your behaviors over time. And that will lead to more and better success.
Crandall is the Principal of Sandler in Oklahoma City, Oklahoma. He works with business owners and motivated individuals to create and implement Professional Development Strategies to foster the growth of individuals, teams, and organizations.
