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This edition is sponsored by Champify With Champify you can unlock a better pipeline channel by creating outbound campaigns for former champions, decision-makers, heavy users, and admins at accounts you've sold to before avoiding the "stranger danger" of cold outreach.
Click Here to get a free inside look at the value of the tool!Hey Sales RX'ers,
I wanted to share with you some insights I've gathered after conducting several sales skill bootcamps over the last three weeks.
Why?
Because I'm absolutely baffled at where our focus has been shifted toward as sales leaders.
This is where I expect to get the most pushback. Of course, I only know what I know. But I can tell you after coaching over 150 reps as a sales leader, and coaching countless more through my programs, consulting business, etc. that this is so true.
I've seen not-so-great cold callers exceed qualified meeting and pipeline generation goals by 110%. I've seen average discovery calls turn into enterprise-size deals for a company.
The difference?
The seller's plan. How seriously do you take the fluffy intrinsic stuff around positive self-talk, affirmation/manifestation, goal/habit tracking, journaling, reflection, and professional development?
The ones that have adopted the ways I've trained them on mindset & motivation, goal & habit tracking, as well as planning and preparation RARELY fail. It's the sellers who know it all and can't be shown anything new who expect to hit quota and by the end of the quarter only achieve 80%, unless their leads/opportunities were handed to them on a golden platter.
Imagine, if you can do all the intrinsic stuff well, and end up improving your sales skills how MASSIVE your performance can be?
Here are a few books that can help with these areas of selling that aren't directly correlated to sales skills:
-The Power of Consistency by Weldon Long
-The Compound Effect by Darren Hardy
-Start with Why by Simon Sinek
It still amazes me that companies invest so many resources into finding a million ways to measure KPIs, Metrics, and Quotas - but have barely even scraped the surface of how to measure engagement.
No, I'm not talking about a quarterly eNPS that employees are afraid to answer truly because they know that you know they can be seen and aren't truly unanimous.
I'm talking about integrating people on your team into sales meetings, town halls, group coaching calls, deal reviews, war rooms, etc.
Why do we as sales leaders spend the whole time leading the meeting and talking? It's my belief, similar to sales calls, if you do the majority of the talking versus your team, you're doing something wrong.
If I want a recap of our numbers and their impact on the business, that can be facilitated by a dashboard and a weekly memo.
Challenge yourself to create a more engaging environment, nominate others to lead and drive conversation, and implement practices to ensure the time spent together will be productive and worthwhile.
If people leave a call without any change in perception or something new learned - the call was a waste of resources.
Think about it...
Peyton Manning would spend 60 hours a week watching game tape, practicing routes and signals with his receivers, working out, eating right, and all the other things that go with elite preparation for something he did 14-16 minutes a week, 16-20 times a year (depending on how far into the playoffs he got).
So as sellers and even leaders, why can't we spend 30 minutes a week focusing on the intrinsic things that will increase our odds of success for something we do 40 hours a week, 5 days a week, 50 weeks a year?
It's typically because of a lack of energy and conviction that this will even work.
Speaking from personal experience as someone who was a contrarian to all this stuff pre-2018, seeing where it took me in life, and seeing what it's done for others - I can tell you first-hand that your level of success will seldom exceed the level of commitment you have to yourself.
You can't want a level 100 lifestyle with a level 10 commitment to your professional development.
Conclusion:
I've chatted with too many sales leaders that have told me how irrelevant mindset, motivation, and process training are over the last few weeks. And I couldn't disagree more.
It doesn't matter if I could show you how to be the greatest cold caller or have the best prospect discovery process if you can't commit to the things you need to do to supplement those skills.
Time to get prescriptive ya'll 🩺
Get a free consultation and review of your current Go-To-Market playbook by booking an intro call below.
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