Sales is a numbers game. Engage in more sales activity, and you’ll win more sales. Yet not all activity is effective. In order to be successful, you need to play smart. The smart strategy lays out the details behind their game plan: who to target, which activities they need to engage in, when they need to do them and how they do it. Your role as coach is to help them develop their game plan and smart strategy, and keep them accountable to it.
But you need to be aware of the lag effect. There is a time tag between activity (the cause) and the effect (the result). Great coaches are able to teach their people to see the link between cause and effect, and inspire them to engage in massive activity, even when the results aren’t there. They inspire people to endure short-term pain and put in the work, by making them believe that the results will follow. They understand that timing is everything, and that everything moves in cycles.