Sabri Suby says salespeople level up by raising their activity standards. Track talk-time hours as your metric. Brian, George, and Anna hit breakthrough months by hitting explicit daily targets, and those new numbers become your baseline.
Questions this video answers
80 hours of talk time in May.
73 hours of talk time in June.
3.8 hours of talk time per working day (over 21 working days).
19 hours of talk time per week.
Chapters
Just that one burst of activity has lifted his game up. And the big thing, the other big thing to really look at and think about is the reason that I say you want to look at it a quarter is because, like, for instance, if you look at Brian, right. Like, Brian had an absolute breakout month in the month of April. No, May. Sorry. And then even in June had it also a very solid month. But like, those breakout months, you want to basically get your highs to be way higher, and that lifts everything up. Like, it lifts up what your standards are of what could be done. Because in the month of May, Brian did 80 hours of talk time, which is far more than he's ever done. Yeah. Just lifting up that overall bar of what the standard is. Then from there, use that new standard. Even though you didn't have exactly the same production in last month, in June, you brought that standard up to the point where you did 73 hours of talk time, which is, well, more than what you usually do as well, and well, more than anyone else on the team. Right. And so that's kind of. You've normalized that. That's kind of like the new normal for you. And that's like, okay, well, I don't want to go backwards, so I just want to keep trying to shoot for 80. So he's just. That one of activity has lifted his game up, right. And that's the same even. Like, that's with activity, but it's even the same with income, right. When you start to get the fruits of your labor from that activity, then that income level also becomes the new normal. And you. You want to unlock things that that activity is a reward for as well, right? And then go like, okay, well, this is the new standard. This is like what I have to shoot for and build everything around that new standard. So then that's just gonna put you in a position where you're gonna be really, really strong, and you're always gonna be growing and always be going after it. Right? Because if you do have, like, for instance, like, George increased his output. That was your highest month ever, George. Right. In terms of the number of talk time that you had. Right. That, like, if you don't do that this month, then you've gone backwards. Right. And it's just about creating those targets and normalizing those new normals. And you should not allow yourself to go below that now. That's just like, I got to do everything that I can. And it all just comes down to the whole chasing your potential thing, Right. If, you know, that's what you've been able to do. If you knew that you did 80 hours of talk time in the month of May, then anything under that, you know that you're not living up to what your potential is because you did more than that. So everything else that you come up with is just excuses that you're trying to rationalize, like a lower level of output. And that all just comes down to policing your time and really going after it. Because, like, all the stuff, like, we train really hard as a team, right? Like, we go through calls. We go. Objection. Handling. We've got meetings. We've got different types of meetings and role plays and all kinds of call breakdowns and listening to calls. Like, it's a very, very solid program that we've got. And none of that means anything unless you go out there and actually put it to use, right? And that activity and that hustle is the antidote. That is the number one thing. And there's. You can't substitute that for anything else. And that's the reason why my focus is always on production and output and talk time, because it's all going to come down to what that default thing is. So, like, you know, George mentioned that for him, it's a spreadsheet. Anna mentioned. For her, it's about changing her attitude and going out there and prospecting really hard. So that's what you need to look at. That's what you need to look at every day. Yeah. Right. So you know that it's 80. You cannot go back on 80. Right. 21 working days in the month. That's 3.8 hours of talk time five days a week, 19 hours of talk time per week. If you do not do that next week, then you are not on track to hit your goals. Hey, guys, if you enjoyed this video, make sure that you click the like button and subscribe. We're dropping a video on YouTube every other day, and if you've got any questions about any of the content that I covered in this video, just basically leave a comment with heysubri in the comments section. And every week we're also trying to go through all those questions and get them answered. So go ahead, click subscribe, and we'll see you in the next video. Sam.
