What is a High Payoff Activity?
High Payoff Activities, or HPAs, are activities that lead to desired results. The idea is that completing 20% of specific actions or activities delivers 80% of your results. A High Payoff Activity in sales is any activity or action that results in a sale.
The goal of a team leader is to insure their team spends the maximum amount of time on HPAs—those specific actions and activities that contribute the most to achieving results. In the sales profession, there are specific HPAs sales people must engage in for maximum results.
How do you achieve HPAs?
Block time on the calendar for High Payoff Activities. When you see your HPA on your calendar, it sends a message to your mind to just do it! In addition to starting the day with gratitude, nothing pays a bigger dividend than living out of a calendar.
By prioritizing the HPAs, your ‘needs’ are fulfilled when acting on them. Some tips:
- Achieve as few as five to ten HPAs each week
- Never put a Low Payoff Activity (LPA) on your calendar.
- Turn off the “news” and the notifications on your smartphone
Most sales organizations evaluate their associates based on the number of sales made. A better way to evaluate a sales associate is to measure the amount of time, each day, they engage in High Payoff Activities. Sales increase when associates increase the amount of time they dedicate to HPAs.
Most sales associates don't know how to focus and be efficient. Instead, they spend their days caught up in distractions. We call these Low Payoff Activities.
The HPA System is designed to help you hold your sales associates accountable while giving them the instruction and tools they need to increase sales volume. Once they have doubled the amount of time engaged in HPAs, we can expect them to close twice as many sales. It’s not a matter of if they’ll double their sales; it’s a matter of when.
8 of 10 in the series "The Magic of Your Mind, and You are the Magician"
- Gratitude - What you are grateful for RIGHT NOW is the clue to what you want more of.
- Wants/Desires - The inner drive to achieve and succeed.
- Fear of Failure - It stops most people before they start.
- Vision - Your gift from the universe. Most people are so distracted that they never see their vision.
- Purpose - Your why. It's bigger than you and part of giving back.
- Needs - Must do now (not “nice” to dos).
- Goals - The Score Card toward your Vision.
- Prioritizing Actions - Blocking time for High Payoff Activities in your calendar.
- Accountability - You can’t do this on your own! You'll need a trusted person to hold you accountable.
- Habits - You are your habits
