Do You Want To Do a Lot or Earn a Lot?
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- Is your goal to do a lot? Then this podcast is not for you.
- If you want to earn a lot in sales, this is for you.
- All of these offers and processes can and do work, but you can do too much and wear yourself down.
- Get a lot more by focusing on a lot less
- You can grind your way to a pretty good living with
- Skills and talents
- Work ethic
- To go "next level" requires planning and thought
- It's "focus management"
- You need strategy
- His results are simple but getting to simplicity is not easy
- "My guys know what the right things to do are, but they don't do them consistently."
- "No, your sales guys don't know what to do."
- "What do you need to do to go to the next level?"
- You hear mumbling.
- What does it mean to "get in front of more of the right people"?
- Brian reverse-engineers the goals (the mumblings are not things to do)
- You need measurable tasks
- When you don't know what your salespeople are doing week-to-week, you're in trouble
- You need more metrics than meeting counts and results
- Sales reps need pillars to manage
- There is no shortage of great sales training out there
- You can learn any skill
- But how do you choose the right skill to learn?
- What's the ROI of learning a new skill?
- He has been an entrepreneur for two decades and when he sold a business in 2013 he started helping others
- He doesn't produce a lot of inbound business
- Most of his business comes from
- Cold emailing campaigns (direct response copywriting) that leads to a phone call and a sale
- He goes bottom up on purpose
- He gets a sales rep results so management asks what he/she is doing and he is brought in
- He goes all-in on helping his one-on-one clients succeed
- His own pillar is working on his own product a few hours each week
- You need clarity or you will become overwhelmed
- He helps his clients strip away the busyness and keep things simple
- If you had to spend two hours per week for a year working on just one skill per orders from your sales manager, what would you work on?
- Slow down and ask better questions
- Find successful salespeople who are stuck
- 90% of the time they have no strategy. They just go-go-go.
- What's the opportunity cost of you saying yes to things that "probably won't hurt my business"?
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