RAIN Group Sales Blog

Your source for sales advice, tips, research, and insights to unleash sales potential.

Not Today is unlike the other books we’ve written and talked about in this space. While it’s certainly applicable to sales and selling—our clients have been benefitting from The Productivity Code and related content for years—it’s not your typical business or self-help book.

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Nobody wants to be unproductive. Nobody wants to procrastinate. Nobody wants to fall short of their goals and see their dreams fade away.

Yet, when many people ask themselves, “Am I ready to stop putting off my future, make a plan, and change?” they all too commonly, deep within their psyches, answer, “Not today.”


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A productive sales team is a successful sales team.

Companies all over the world are struggling with sales productivity and the added pressure to hit their annual goals only exacerbates the problem. If your sales team isn’t continually assessing their strengths and weaknesses as strategies shift, you’re doing yourself a huge disservice.

Your sales team should always be in a state of growth—keeping existing skills sharp, developing new selling tactics, and maintaining strong bonds with your customers.

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We're weeks into stay-at-home and shelter-in-place orders in an attempt to #flattenthecurve. This has caused millions of people to work from home—many for the first time—while also dealing with children being homeschooled, spouses and roommates working (or not!) in the same environment, pets, and all of the other distractions available at home. When working from home, it's imperative that you motivate yourself, focus, and learn to execute in the zone to be productive and get the most done.

Becoming more productive, maximizing motivation, and achieving results is about employing the right habits and routines. It's not something you do some of the time; it becomes part of the way you approach your work.

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This RAIN Group article was first published on Selling Power.

Sales managers face a myriad of challenges managing remote sales teams.

When seller and manager are in different places, though, one challenge stands above all else: ensuring sales productivity.

Seventy-one percent of companies don't believe their sellers manage their time and days effectively. If you want your remote sales team to be productive, this has to change.

Here are three habits from our Extreme Productivity System (XPS) to help your remote sales team control its time, get in the zone to be highly productive, and achieve the best possible results.

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Everyone is a periodic procrastinator. Twenty percent of people are chronic procrastinators.1


We all have something we want to do or know we need to do, but it seems difficult, so we avoid it.

Often, that seemingly difficult task is the same activity that would provide you the greatest feeling of accomplishment, productivity, and return on your efforts. It's your Greatest Impact Activity.

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Productivity is often misunderstood.

One person might think being productive is conquering their never-ending inbox by the end of the day, while another perceives it as working as many hours as possible.

Here's the thing: it's not about getting through your email, and it's not about being a workhorse and cranking out eight or more hours of work every day.

It's about working smarter. (Cliché, yes, but still true.)

How can you take your productivity to the max?

Meet Extreme Productivity.

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Fitness centers are packed in January—everyone's motivated to lose those holiday pounds. Then, a month later, the place clears out.

What happened? Where did everyone go?

I can tell you: their motivation crashed and burned. There one month, gone the next.

Is it gone forever? Thankfully, no.

What happens, though, is that most people wait for motivation. They don't do what they can do, at any time, to bring it forth.

They don't do what they can do to manufacture their own motivation.

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While there are many definitions of motivation, I like Business Dictionary's best:

/,mōdә΄vāSH(ә)n/ • noun

Internal and external factors that stimulate desire and energy in people to be continually interested and committed to a job, role or subject, or to make an effort to attain a goal.

Let's break it down.

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There's abundant advice on how to be more productive. Endless hacks, tips, motivational quotes, trainings, apps, and tools all promising to increase your productivity.

It's enough to make your head spin. It definitely made our heads spin over the years as we tried to help our clients increase execution and accountability after training programs. So, we asked the question, "What actually helps people be more productive?"

To find out what really makes a difference in productivity, we studied and analyzed the work habits of 2,377 business people, performing a statistical test called a key driver analysis.

A key driver analysis seeks to discover and demonstrate whether a factor (the key driver) causes a particular outcome. For this study, we analyzed work habits and behaviors to determine whether or not they impact the outcome of productivity (as well as performance, happiness, and job satisfaction).

When you run an analysis like this, sometimes you find something, sometimes not.

We certainly found something this time around. In fact, we found that 12 of the behaviors we studied were key drivers of Extreme Productivity.

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Something new vies for your attention every few minutes: emails, text messages, collaboration tools, phone calls, co-workers, meetings, customers, and the list goes on. The result? Productivity suffers.

But with discipline and preparation, you can defeat these productivity dragons.

We know it's possible because we recently surveyed 2,377 professionals to find out which habits and hacks, when applied in different combinations, drive not only productivity, but also top performance versus peers, job satisfaction, and happiness. With only 14% of people rating themselves Extremely Productive (The XP), there's a huge opportunity for 86% of people to take control of their time, achieve top performance, and slay their productivity-killing dragons.

This infographic teaches you how to take advantage of that opportunity.

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This RAIN Group article was originally published on the ATD Blog.

I always considered myself a productive person. I work quickly, type fast, and get a lot accomplished. Or so I thought.

One day, I came across a time-management book that talked about "time boxing." With time boxing, you assign a fixed amount of time to a specific activity. The idea is to work on the task and stop when you reach the time limit.

Since this strategy reduces distractions by forcing you to concentrate on one task—and one task only—for a set amount of time, I decided to give it a try.

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There's no denying that having a highly motivated sales team ready to give their full energy and effort day in and day out has a huge impact on your organization's success.

But how exactly can you increase your motivation and that of your team?

In this on-demand webinar, RAIN Group President John Doerr will share 3 Habits and 9 hacks proven to boost
sales motivation.

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Sales compensation is typically the first topic discussed when looking for ways to boost sales motivation.

Want to increase motivation? Create a compensation plan focused on driving the actions that will create results.

The thought process goes like this: incentivize the right areas, see motivation increase, get the best results.

Sounds simple, right?

Not quite.

It's simple in concept, but exceptionally difficult to achieve.

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This RAIN Group article was originally published on the Heinz Marketing Blog.

Isn't it amazing how some days just start off better than others? You wake up feeling refreshed, the kids practically get themselves ready, and when you show up at work, you accomplish a lot within the first hour. It feels like everything is going your way.

Then there are days when it's a struggle to get out of bed and get to work. Even your computer fights you by turning on slowly or running virus scans. When the day starts, nothing goes your way. Then it gets worse.

Wouldn't it be nice to have more of the former and less of the latter? How much more productive would you be?

This can be your reality.

You can control how the day starts.

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There are only 24 hours in each day. Some people are able to achieve incredible amounts in that time seemingly effortlessly. Others put in massive amounts of effort, but don't seem to get where they want to be.

What are those in the more productive group doing differently? How are they able to achieve so much more?

We have found those who achieve more and whose work seems to come effortlessly have mastered the 3 time management strategies below:

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The most successful sellers are motivated, proactive, focused, and goal-oriented. Indeed, they get the most done and achieve the best results in less time.

So what makes these sellers significantly more productive? We all have the same number of hours in a day, yet some sellers achieve considerably more than others.

The answer: They're systematic. They attack each day with a similar mindset and process to drive their productivity.

After years of study, we've boiled down what these extremely productive sellers do to just 3 keys.

By applying these 3 keys, almost anyone can achieve great leaps and improvements in productivity.

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Becoming more productive can make a dramatic difference in your work, sales success, and overall happiness.

Think about it. How do you feel after a day where you've been exceptionally productive and pushed important projects forward?

You feel invigorated, motivated, engaged, and ready for the next challenge.

Compare that to an unproductive day where you couldn't focus or spent the entire day working on tasks for others. You feel drained, overwhelmed, frustrated, and irritable.

The good news is you can control how productive you are and in turn how you feel at the end of each day.

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If you want to maximize time, you must find more of it, and choose what you do with it carefully. We all have the same 168 hours a week to work with. Some people make the most of them, others don't.

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Time is but the stream I go a-fishing in. I drink at it; but while I drink I see the sandy bottom and detect how shallow it is. Its thin current slides away, but eternity remains.
- Henry David Thoreau

Almost everyone at some point in their career will toy with adopting some kind of time-management system. Few stick with it. The challenge is that too many time-management systems focus too deeply on the activity level—what to do first, what to do next, what the priority order is—without paying enough attention to the bigger picture. Simply viewing the world through the lens of urgent vs. important is not enough.

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