Trust in the process, and the score will take care of itself

I wanted to know why the no. 1 and no. 2 representatives put up very similar numbers, with VERY different styles.

Different scripts, different styles, different personalities, different everything (it seemed)... except results.

So I dissected how they were calling.

What types of leads they were calling (new, renew, etc.).
When they were calling those leads.
When they called larger leads vs. smaller ones.
What the history of the lead with us.
How long they called different types of leads.
When they moved on.

You get the gist.

A deep dive into activity.

And I created a calendar to track what I was seeing.

When I was done... I was floored.

The calendars were damn near identical.

Everything they did on the phone was different.

But their calling PROCESS was the exact same.

Almost to the letter.

And they were the ONLY 2 executing it this way.

Hard to ignore what they had in common:

Process + Results.

It’s not that what you say doesn’t matter.

Your sales technique matters A LOT.

It’s that at a certain point, focusing ONLY on that has diminishing returns...

Unless you have a process you are following & improving.

If you have a process you can trust...

The score takes care of itself. (Bill Walsh).