Today's word count: 248
It took me 58 seconds to read this.
A year and a half ago I got my appendix removed.
Not exactly a flex.
But I came back on a Monday, my whole team checked in. "Oh my God are you okay??"
I smiled, said I was good, and immediately asked Rep 1 to pull up their numbers.
That's the psychosis the Monday RPA requires.
Every Monday I run a 15-minute meeting with each rep.
Results. Pipeline. Activity.
Hard start. Hard stop. Militant.
Mike Weinberg invented it. He says the main benefit is accountability.
I disagree.
I think it's amnesia.
If Results are there, celebrate it. Genuinely. Then ask: "What deals are you closing this week?" Write it down. Meeting over. See you next week, you elite closer.
If Results aren't there: "What happened?" Listen. Write it down.
Same answer two weeks in a row? I call it out.
No Results and no Pipeline? I say it out loud: "We really have no choice now..."
We go to Activity.
Nobody wants to go to Activity.
I ask almost nothing else. No "what's your plan." No "how are you going to fix it."
I just listen.
Silence is powerful. When reps say their reality out loud, they usually hear it themselves for the first time.
By Tuesday morning it's over.
Good week? Recreate it. Bad week? Respond to it.
Either way, we move.
Athletes don't relive Sunday's game on Wednesday.
Neither should your reps.
On to Cincinnati.
Do This Monday:
Write down your pass/fail number for Results, Pipeline, and Activity before your first RPA.
Think this was good? Think I'm full of it?
Either way, hit reply. I read every one.
- Brandon