BQ, the behavioral quotient of behavioral intelligence, is the conscious decision to show up and perform every day at your highest ability. BQ is fueled by your thoughts, which turn into feelings, which dictate your actions, and result in your performance.
According to Matthew Jones (@M_tthewJones, 2016), “Your talent means nothing without consistent effort and practice”.
As it relates to BQ in a sales role, BQ is negatively impacted by lack of infrastructure, clunky internal processes, mixed messages from management, lack of a high-performing culture and innovation in the company’s product or service.
In my 8 year B2B mid-market SaaS sales career, I was surrounded by hundreds of sales reps and managers. Most of us in the top 20% were technical, knowledgeable, talented, high urgency, well-spoken, emotionally self-aware, able to sell consultatively, demo our own technology, sell to multiple personality styles, and tactfully crush the competition. However, we were not all consistent in our performance and results. It wasn’t because we didn’t know how to do it or weren’t doing it effectively. Trust me, we were sales ninjas.
Our behavioral quotient (BQ) was impacted by several factors throughout the years. Some top reps would have quarters or sales years at 50% of what they’d done previously.
Factors of BQ
1. How You Think
Mental mindset and preparedness fuel your BQ. How you think determines how you feel, which determines how you act, and how you perform.
2. How You Feel
How you think determines how you feel. If you let negative thoughts stay in your mind too long, they start to alter your emotions.
3. How You Act
Your mental mindset fuels your emotional state which sets you up for how you act. Action is everything in a sales and sales management role.
4. How You Perform
Your performance is the outcome of your actions. Low performance is typically a result of not doing the work required to succeed.
How To Track Your BQ
Take the new Sales BQ® Quiz and receive a custom output for your score with a plan for improving your BQ.
Sales activity is one indicator of future sales results. A rep can track their BQ daily based on the decisions they make throughout the day. Reps with high BQ plan their day before it starts. They wake with a plan and execute the plan. Reps with high BQ stay focused and continuously prioritize tasks throughout the day as urgent items pop up and attempt to derail them. Reps can measure their BQ daily by how well they execute their plan, how they handle high-stress and high-urgency situations, and how focused they remain as they get bogged down or overwhelmed. BQ can be measured with sales activity metrics and tracking of high-performing behavior.
Example: If a rep receives word they lost a deal, they may become discouraged and want to “check-out” for the remainder of the day and be upset about it. It may crush their energy and desire to put forth the behaviors needed to close out the day strong. A rep with high BQ will process the loss, learn from the facts and not be consumed by the emotional story they’re creating in their mind, and continue to focus and close out the day strong.
Take the Sales BQ® Quiz now to get your Sales BQ® Score and plan for improvement.
Additional Helpful Resources:
- Crush Your Quotas: The 2020 Guide to Becoming a Sales Rockstar.
- Step Up Your Game: The Complete Guide to Effective Sales Management.
- The Master Guide to Busting Revenue Roadblocks.
MEET MARY GROTHE, The CEO of House Of Revenue
Mary Grothe is a former #1 MidMarket B2B Sales Rep who after selling millions and breaking multiple records, formed House of Revenue™, a Denver-based firm of fractional Revenue Leaders who currently lead the marketing, sales, customer success, and RevOps departments for 10 companies nationwide. In the past year, they've helped multiple 2nd stage growth companies between $5M - $20M, on average, double their MRR within 10 months, resulting in an average ROI of 1,454% and an average annual revenue growth eclipsing $3.2 million.
Listen to our Quota Crusher™ Podcast.
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