Do you know the primary reason why most salespeople don’t achieve their goals and accomplish everything they are capable of achieving and feel truly fulfilled in life? It is because they Major in the Minor things in life. They Major in the Minor things in life.
Now I first heard that phrase several years ago from one of my early mentors and now friend, Tony Robbins. And although that phrase is pretty simple - its purpose is very powerful.
Most people focus a majority of their time and energies on INSIGNIFICANT things that keep them from IMPROVING in every aspect of their personal and professional lives – mentally, physically, emotionally, and spiritually.
Now when Tony first said this many years ago, there were FAR FEWER distractions in life than what we have today. There were no smartphones, there were no iPads, there were no apps,...
Think about that for a second. What does a perfect day look like to you? When was the last time you had a perfect day? It seems like it should be such a simple question, but most people really struggle with that answer. If you ask most people what their perfect day looks like, they don’t usually say, ‘Well it begins with getting up and going to work!’ In fact, it’s the exact opposite! 93% of people would say that their perfect day means not having anything to do with work! They want to be as far away from work as possible!
Have you ever asked someone ‘Hey, how’s it going?’ and they reply back ‘Well, it’s almost Friday!’ and you ask them, ‘Oh, do you have big plans for the weekend?’ and they say, ‘No, I just won’t have to go to work the next day!’ If you really think about it, that’s pretty sad. When was the last time you had...
A recent survey found that 67% of salespeople are unhappy with their current position or company, and over half of them are actively looking for a new job. That is almost two-thirds of all salespeople who are unhappy getting up every morning and going to work! Now, some people find this statistic to be staggering, but it doesn’t surprise me at all, and there are three reasons why. First, on average companies have 50% more salespeople than they actually need to hit their number. If you don’t believe me, look around your own company. What percentage of the sales force is consistently at or above quota?
The fact is that companies knowingly hire more salespeople than they actually need because it is easier to manage the business. They don’t have the time or talent to adequately develop the salespeople that they have, so they hire more than they need knowing that most will not make their number but will sell something that will...
A recent study found that 65% of professional salespeople today are unhappy in their current roles. Two-thirds of all professional salespeople wake up every morning not looking forward to their day and enjoying what they do and who they work for. The study also found that over half of these folks are actively looking for new sales jobs. I was asked recently if I found these statistics surprising, and I don’t for a few reasons.
First, most salespeople today are not happy in their current roles because they are not getting the support they need – regardless of their level of success or years with the company. For those who are struggling to meet quota, they are not getting the proper training, mentoring and coaching to make improvements in the key areas for their personal development.
This is because companies have about 50% more salespeople than they truly need. Wait – 50% more salespeople than they...
If you had an interview for your ideal job with your ideal company and they said, “You have just 90 seconds to convince us why we should hire you”, what would you say? Would you even know where to begin? Are you fully prepared right now for the most important sales call of your life, which is selling yourself? Even if you are totally happy in your current position, how do your management and your peers perceive you? Are you someone they can always count on and view you as a leader? And this has nothing to do with where you are against your quota, by the way, but rather, how do others perceive your potential for greatness.
If you aren’t happy with where you are professionally right now as a salesperson, here’s some good news: There is a dramatic shortage of great salespeople! Show me any company that you can go to and ask, “Do you need any great...
So many people today find it so hard to get ahead in life, to be able to achieve the goals they want to achieve, to be able to have the relationships they want to have, to be able to earn what they are capable of earning, to feel physically powerful and energized, AND to feel mentally sharp and stimulated. And when you ask them why aren’t they achieving these things? Why aren’t they thinking and feeling this way? Most of the time they will tell you, “Well, I just don’t have the time to do these things.” That is always their #1 Excuse – I just don’t have the time. And it is just THAT – an EXCUSE.
I’ve worked with literally thousands of people over the years and helped them find the 15 minutes, 30 minutes, and an hour or more in their day that they said if they had they could make a tremendous positive difference in their lives. Time to learn...
As a salesperson, do you know specifically how you are perceived by your management and your peers? Forget about your quota attainment, what do the people within your company think about you? If your management or peers were at a bar and someone said, “What do you think about Michael? or “What is Michael like to work with?” would you know what they would say? If you do, is it WHAT you would want them to say?
If you aren’t 100% positive about what the answer would be, then the first step is to assess what kind of rep you are, or what kind of sales manager for that matter, because this applies to you as well. There are five kinds of salespeople and you can quickly figure out which one you are by how you react whenever you have a challenge or a problem.
The first type is the one whose first reaction is to run to their boss and say, “We’ve got a...
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