Atomic Sales Tasks – The Key To Outstanding Sales Performance
Much of what we try to build into Touch stems from the science behind the concepts of Habits, Flow, Hyperfocus, and Game Thinking.
Regarding the subject of Habits, it will probably come as no surprise that we are slightly obsessed with James Clear and his book Atomic Habits.
Atomic Habits has sold over 2 million copies worldwide. James Clear is widely known as the modern authority on the subject of habits and rightly so.
For any person who wants to achieve their potential, this is a must-read. Essentially you are your habits and if you believe this; then you should take the time to understand the science and actionable material available in the book.
Why the word Atomic and the parallel to the CRM task list.
The word Atomic is a super interesting choice and one salespeople could benefit from thinking deeper about. Applied to the sales world it frames perfectly how you should think about unlocking your sales potential.
Also, how James Clear describes habits as atomic is how we think of tasks or activities in the CRM. By learning and drawing the parallel as to why this word was chosen to convey the narrative arch of the book much can be learned by salespeople.
Below are his three reasons for the choice. Directly underneath each reason is the parallel to the sales world that you can draw. Hopefully, this helps to see why it is so critical to maintain and execute on your CRM task list with excellence.
James Clear – “The first one you might expect. The word “atomic” can mean tiny or small, like an atom. And it is a core part of my philosophy that habits should be small and easy to do.”
Tasks in your CRM are atomic in nature and are the smallest sales action you can take towards targets. It is a core part of our philosophy that CRM tasks should be effortless and fast to complete. The tools and knowledge that allow you to do this are critical to success.
James Clear – “The second reason is that the word atomic can also mean the fundamental unit in a larger system. Atoms form molecules, molecules form compounds, etc. In a sense, habits are like the atoms of our lives. They are small routines or practices—fundamental units—that combine into the overall system of behaviors that make up our daily life.”
Tasks are the fundamental unit in a larger system of sales targets. Executing and maintaining task lists within your CRM with excellence achieves goals, goals being hit consistently forms great salespeople.
James Clear – “The final meaning of atomic is the source of immense energy or power.“
An immense feeling of power, energy, and pride occurs when you execute and complete your task list. Being immersed in these smaller fundamental units creates powerful states of deep focus and flow leading to peak performance.
Three tips to execute flawlessly on your Task-List.
Focus on one single task at a time and remove all distractions.
When you try and multi-task you lose 40% productivity because the brain is constantly trying to shift gears and refocus on one task.
Also, if distracted it can take up to 25 mins to get back to refocus on the task at hand.
When working on your CRM task list we suggest closing all other tabs. Focus on one task that is ‘in action’ and open only the tabs only required for the task in play. The source of most distractions to your attention are notifications, turn your phone on silent, and mute desktop or other notifications.
Perform tasks based on impact on goals or the brain will choose based on ease.
Without assessing what is most important to work on in the day, you run the risk of completing tasks for the sake of completing tasks. You should be focusing on completing the tasks that deliver the most impact on your sales targets.
As you create a task, tag the impact on your overall goal – high, medium, low. Add a complexity tag for the difficulty. This way you can choose to complete sales tasks that have the highest impact on your goals with the lowest complexity thereby increasing your productivity.
Reward yourself regardless of the results and make it variable.
One way you turn completing CRM tasks into a consistent habit is to give yourself a reward. Most importantly make it a variable reward, the brain gets a larger dopamine hit from the anticipation of a reward than the actual reward itself.
One idea is to get creative with a small list of rewards for task list completion; from coffees, music, walks, social media time, or whatever your fancy. Place these into a jar beside your desk. As you conquer the day’s task list reward yourself. The anticipation of the reward will help to reinforce the habit of completing your task list on a daily basis.
To sum up, the more immersed and excellent you are in executing your CRM task list the more likely you will unlock your potential as a salesperson. Like James Clear and habits, reframe how you think about the CRM task list. Sales tasks are the atomic units that build-up to create the achievements you desire in your sales career. Finally and simply, buy the book!
Here is a great article to follow-up with by Seth DeHart, a sales thought leader on this subject matter; operational excellence as a secret weapon within sales teams.
Happy task setting!