{"id":10541,"date":"2022-01-29T18:00:31","date_gmt":"2022-01-29T12:30:31","guid":{"rendered":"https:\/\/www.worxogo.com\/?p=10541"},"modified":"2022-08-29T10:40:37","modified_gmt":"2022-08-29T05:10:37","slug":"the-power-of-consistency-in-sales","status":"publish","type":"post","link":"https:\/\/worxogo.xogoweb.com\/legacy\/the-power-of-consistency-in-sales\/","title":{"rendered":"The power of Consistency in Sales"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"10541\" class=\"elementor elementor-10541\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-49401ed elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"49401ed\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2f2b395\" data-id=\"2f2b395\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b272047 elementor-widget elementor-widget-text-editor\" data-id=\"b272047\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#818a91;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#818a91;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p><span style=\"font-weight: 400;\">\u201cConsistency is good for you.\u201d I\u2019ve lost count the number of times my teachers told me or yelled at me for not submitting my homework. Also remember the pride I took in ducking the pieces of chalk that flew my way due to this, but that\u2019s a story for another day.<\/span><\/p><p><span style=\"font-weight: 400;\">I have a confession to make. I\u2019m Inconsistent.<\/span><\/p><p><span style=\"font-weight: 400;\">With January \u201822 coming to an end, my new year resolution of exercising consistently this year is out of the window (and it\u2019s only 25<\/span><span style=\"font-weight: 400;\">th<\/span><span style=\"font-weight: 400;\"> of January). I\u2019d like to believe I\u2019m a rational person. So if I had data on why consistency works, maybe I would stick to my resolution.<\/span><\/p><p><span style=\"font-weight: 400;\">But I am in the business of making sales reps become more consistent at what they do (thanks to the power of Behavior science and Nudges). So I decided to try to apply some of those insights in my personal life.<\/span><\/p><p><span style=\"font-weight: 400;\">This is about the insights I found (so for those of you looking for a from-fat-to-fit story, there isn\u2019t any. My personal fitness story is stuck at the \u201cBefore\u201d picture). But back to insights around consistency\u2026<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1e9f635 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1e9f635\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-5aaae81\" data-id=\"5aaae81\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-0681bc9 elementor-widget elementor-widget-heading\" data-id=\"0681bc9\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h2 class=\"elementor-heading-title elementor-size-default\">Insight<br><\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3e7e9bb elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3e7e9bb\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-20dae9e\" data-id=\"20dae9e\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8217761 elementor-widget elementor-widget-text-editor\" data-id=\"8217761\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">worxogo\u2019s Nudge coach helps thousands of sales reps build better work habits. Our Behavior labs frequently publishes insights on the <\/span><a href=\"https:\/\/www.worxogo.com\/overcome-reactance-unlock-sales-productivity\/\"><span style=\"font-weight: 400;\">impact of behavior<\/span><\/a><span style=\"font-weight: 400;\"> on team productivity and <\/span><a href=\"https:\/\/www.worxogo.com\/frequent-feedback-and-productivity\/\"><span style=\"font-weight: 400;\">manager effectiveness<\/span><\/a><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">This month we see how consistent sales reps do as compared to the not-so-consistent reps. This is real life data, over many quarters. It compares sales reps across Lead KPIs (like\u00a0 activities performed &#8211; e.g. customer visits, customer calls, pitching the right products etc) and the Outcome KPIs (i.e sales).\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">The Reps were evaluated for consistency (or how many 3-day streaks did they achieve in a month). In other words, how many <\/span><i><span style=\"font-weight: 400;\">consecutive 3 day periods <\/span><\/i><span style=\"font-weight: 400;\">did they perform their tasks diligently. And we found 3 distinct groups &#8211; the inconsistent, slightly consistent and mostly consistent.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">And the results are astounding, to say the least.<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5b19e8d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5b19e8d\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-45cffa2\" data-id=\"45cffa2\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6003cdd elementor-widget elementor-widget-image\" data-id=\"6003cdd\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"750\" height=\"388\" src=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2022\/01\/Consistency-1024x530.jpg\" class=\"attachment-large size-large\" alt=\"Consistency and Sales - worxogo\" srcset=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2022\/01\/Consistency-1024x530.jpg 1024w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2022\/01\/Consistency-300x155.jpg 300w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2022\/01\/Consistency-768x397.jpg 768w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2022\/01\/Consistency-1536x795.jpg 1536w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2022\/01\/Consistency-2048x1060.jpg 2048w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2022\/01\/Consistency-1568x811.jpg 1568w\" sizes=\"(max-width: 750px) 100vw, 750px\" style=\"width:100%;height:51.76%;max-width:2560px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-c80e08f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"c80e08f\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-4d5f856\" data-id=\"4d5f856\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6108cbf elementor-widget elementor-widget-text-editor\" data-id=\"6108cbf\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">As is amply clear from the figure, <\/span><b>Slightly consistent Reps<\/b><span style=\"font-weight: 400;\"> (i.e. those who had at least 2 consistent 3-day streaks) did 1.5 times better than the <\/span><b>Inconsistent group<\/b><span style=\"font-weight: 400;\">\u00a0i.e. the reps who maintained a steady rhythm at least twice in a month.<\/span><\/p><p><span style=\"font-weight: 400;\">Even more interesting, was the Reps who were consistent at least 4 times in a month (i.e. 4 3-day streaks in a month) did 1.65 times better than the inconsistent reps!<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-75f98f5 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"75f98f5\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1cb9e64\" data-id=\"1cb9e64\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-091493c elementor-widget elementor-widget-heading\" data-id=\"091493c\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">The So-What<br><\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-0dd046a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"0dd046a\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-a2ae0ad\" data-id=\"a2ae0ad\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a005d0f elementor-widget elementor-widget-text-editor\" data-id=\"a005d0f\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">For sales managers, it would be easier to see how many of their reps have 3-day streaks. Just getting your Reps to be consistent at least once a month will significantly up their productivity.<\/span><\/p><p><i><span style=\"font-weight: 400;\">So rather than asking your team how they did, maybe you could help them be consistent 3 days in a row and see how their productivity ramps up?\u00a0<\/span><\/i><\/p><p><span style=\"font-weight: 400;\">How\u2019s that for an insight!<\/span><\/p><p><span style=\"font-weight: 400;\">worxogo\u2019s Nudge coach helps Reps maintain their consistency streaks and assists managers to help build more consistent performing teams.<\/span><\/p><p><em>Photo by <a href=\"https:\/\/unsplash.com\/@duonguyen?utm_source=unsplash&amp;utm_medium=referral&amp;utm_content=creditCopyText\">DuoNguyen<\/a> on <a href=\"https:\/\/unsplash.com\/s\/photos\/calendar?utm_source=unsplash&amp;utm_medium=referral&amp;utm_content=creditCopyText\">Unsplash<\/a><\/em><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>\u201cConsistency is good for you.\u201d I\u2019ve lost count the number of times my teachers told me or yelled at me&hellip;<\/p>\n","protected":false},"author":4,"featured_media":10556,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[222],"tags":[],"class_list":["post-10541","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-insights","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.5 - 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