Want to Miss Quota?
A-player sales reps don't do this stuff.
Want to miss quota?
Do this...
• Start with “I hope today goes well!”
• Scroll thru your phone 4-7 hours a day.
• Engage with only one person per deal.
• Wait for SDRs to book your meetings.
• Practice? We're talkin' about practice?
• Avoid learning, you already know it all.
• Open calls with, "So, how's it going?"
• Keep it about you and your offering.
• Whine, complain, and give excuses.
• Ignore books, podcasts, and panels.
There are tons more examples but here's what's up.
A-player sales reps don't do this stuff.
They do the exact opposite and earn 6 and 7-figure W2s. I see it every year, at my company and at others.
While inverting these doesn't guarantee hitting quota, when you do, you build productive habits, increase your chances, and get darn close to the number.
So instead...
• Expect today to be a big success.
• Use your phone to make money.
• Multi-thread to gain a holistic view.
• Prospect together with the SDRs.
• Rehearse / Record your talk tracks.
• Chronicle the lessons you're learning.
• Open with a statement or question.
• Discuss their problems and their goals.
• Dial-in your self-talk, take ownership.
• Study the producers. Pure gold!
The best reps I know didn't reinvent selling...
...they just stopped doing the dumb stuff.