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BADAS
Actions for achieving your goals
Completing ACTIONS is the only way to produce results. Period.
Your actions need to align with your strategy and your goal. Similar to your goals and strategies, you want your actions to be specific, clear, measurable. When writing actions, begin with a verb. For example:” ASK the BADAS Questions with 90% of your opportunities.”
Consider quantity (how many) and quality (when and how well) as you write these actions. You want to calendar them to DO at the time of day that will allow you to …
HOW do I reach my goals?
Now that your goals are written, we move to creating a strategy for achievement.
This is kind of fun because you can focus on HOW you will achieve this. During your evaluation and assessment of the year, you might have noticed that you like doing some strategies more than others, or you were better at some than others, or some strategies were more effective than others. You may have found that the market or buying habits of your customers/clients has changed and you need to adjust your appro…
What exactly are goals?
Consider WHAT you WANT to create and achieve next year. What matters to you so much that you are going to “make it happen,” as my father used to say by setting a strategy. Those are your goals.
Goals should always be written as RESULTS. Articulation is important. I like the S-M-A-R-T process because it’s clear and simple.
Specific Clear, not ambiguous or vague.
Measurable It can be counted. Numbers or percentages…
Take the Actions That Create Appointments
Actions are the only things that produce results. When appointments are the target, there are specific actions to take, in a sequence, that will get them on the calendar, get them accepted via invitation, and get the result intended – namely, the sale. Here they are in chronological order:
- Organize your calendar to schedule 8-10 appointments per week – at times YOU set.
- Enter EACH customer interaction INTENDING to accomplish a sale or an appointment.
- Recognize when an appointment WILL be …
Process…plus….
Of the three key points, this one is most critical to know in order to direct the interaction to an outcome today – and the only outcomes that count are a sale or an appointment.
Every buyer is somewhere in their buying decision. Where they are and what they have done and what remains to be done will impact what they CAN do today.
Surprisingly, this is the area least explored by most salespeople or considered critical in what outcome can be achieved today. And I assert that not knowing th…
HubSpot Sales Statistics…With Secret Sauce Added
Hi everyone….
In my next series of posts, I am going to be talking about a data set that HubSpot published in 2018 on Sales Enablement Statistics. These are great bits of information for salespeople and sales managers to know in order to impact the actions they take with prospects and with selling and coaching time. I intend to address all 20 of them over time and I welcome you to share how they impact YOUR actions with your team or with your prospects.
In my next series of posts, I am going to be talking about a data set that HubSpot published in 2018 on Sales Enablement Statistics. These are great bits of information for salespeople and sales managers to know in order to impact the actions they take with prospects and with selling and coaching time. I intend to address all 20 of them over time and I welcome you to share how they impact YOUR actions with your team or with your prospects.
- 50% of sales time is wasted on poor pro…
Three Silos and Five Questions
For sales professionals, everywhere
Even though my soon to be trademarked sales process of “Sell it or Schedule it” has a 25-year history, it is also a dynamic process. I amend it regularly as I learn where salespeople struggle to understand or implement particular aspects of it, or when salespeople share with me elements that have helped them to make it their own more quickly. Recently, I was revisiting the BADAS Questions – those five areas of discussion and information that, based on how the …
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