Summary

Michael Cupps, Executive Vice President of Growth at Active Ops, discusses the behaviors and habits of successful sales teams. He emphasizes the importance of managing time effectively and prioritizing tasks based on values and goals. Cupps shares strategies for stacking activities and using technology to improve productivity. He also highlights the need for sales reps to reflect on their actions and make adjustments as necessary. A great day in sales, according to Cupps, involves progressing deals, prospecting, and impacting future pipeline.

Takeaways

• Manage time effectively and prioritize tasks based on values and goals.

• Stack activities to maximize productivity and minimize distractions.

• Use technology, such as video and CRM, to streamline sales processes.

• Reflect on actions and make adjustments to improve results.

• A great day in sales involves progressing deals, prospecting, and impacting future pipeline.

Sound Bites

• "The challenge with that is that there's been a lot of studies done, but just about on average 21 to 23 minutes of time you wasted if you get distracted from doing whatever your work was."

• "The only thing you can control is what you're doing now. So try to stay present in that moment."

• "The social channels can be a big time waste if you're doing it incorrectly."

Chapters

[00:00] Introduction and Background

[02:32] The Concept of Time Bandit and Behaviors of Sales Teams

[06:01] Managing Time and Stacking Activities

[09:12] Using Technology to Improve Sales Productivity

[12:08] Identifying Pitfalls and Opportunities in Sales

[16:03] Suggestions for Improving Productivity

[19:29] Defining a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro