When you want to build the perfect prospecting plan, start with the stats. When should you prospect? What time? What day? What month? After determining the time then choose your tools. What tools do you use to prospect? After deciding from the data, what and when, the question is how to prospect? Which we will discuss in our next podcast.  Keep Sellin'

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The Weekly 50 is a powerful framework to reshape your performance curve. The role of lead, teach, and coach in the Weekly 50 draws on the combined knowledge of the team to improve individual skills and capabilities. Let's discuss powerful prospecting. In a world where more people are online what do you do to get the meeting? Powerful prospecting starts with, prepare to be underwhelmed, consistently prospecting. When you start prospecting consistently you will have a floor to stand on to reach higher.

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What is the shape of your personal performance curve? What is the shape of your team or organization performance curve and how do you change it? Traditionally the sales leader is responsible to change the shape of the curve, however, there is a better way.  The Weekly 50 is a powerful tool in changing the shape of the performance curve and therefore getting more people over the sales quota line.

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Calculate your gap. What do you need to do to cover your gap? Improving your performance is critical to closing your gap. Changing the shape of your performance curve is the work of the sales execution lever.

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The most powerful tool you have as a sales leader to move your team is the one to one meeting. This meeting happens every week for at least 30 minutes and in it you discuss three things: 1. Commitments Completed and Made to Close the Gap 2. Professional Development 3. The "Boys in the Boat" Principle. To understand the gap you need to know what levers you pull to achieve your sales target.

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Stop and think for just a moment about a leader in your life that motivated and inspired you. What was it about that leader that inspired you? As I think about the different leaders in my life that inspired me, they had two common characteristics: The first was high expectations followed closely by the second characteristic which was a belief that I could reach those high expectations.

Why did you become a sales professional? In this inaugural episode of FranklinCovey's Helping Client's Succeed podcast the conversation is about the reasons you became a sales professional and why you stay in sales. Maybe you went after sales or maybe sales came after you. Whatever the case the reason why you succeed in sales is because you are more interested in your client's success than you own. Enjoy the conversation.