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  • Tag Archives Sales Goals
  • Suck It Up and Drive On

    Guest Post By: Brent Widman

    drive on
    We get told no every day—from the time we wake up until the time we go to bed. It may come in different forms. It may come out of nowhere. We probably don’t even recognize how many times we get told no or tell ourselves no. We do it so regularly that it becomes normal.

    I’m in sales. I not only sell, but I help people sell. There is a lot of “Suck it up” that goes into that. Not only getting past it but also helping others get past it. Let me count the ways:

    There is never enough time.
    Your prospect says, “Not right now. Can you get back to me?”
    You don’t have anyone to call.
    You’ve been calling the same people over and over.
    You’re holding onto that false sense of hope that someone might do business with you.
    You compare yourself to others.
    You’re not hitting your goals.
    Your prospect says, “Call me back in six months.”
    You’re not present in the moment, always thinking about more.
    You’re not reaching your potential.
    You have dreams but aren’t accomplishing them.
    You’re calling people, and they aren’t interested.
    You’ don’t have enough money.
    You don’t want to practice.
    Your prospect says, “I need to think about it. “
    You go on useless appointments.
    You have call reluctance.
    You shut it off at the end of the day. I’ll start tomorrow.

    These are just a few things salespeople go through each and every day. What exactly does it mean to suck it up and drive on?

    As a salesperson, we got into this profession for a reason. Not because we had to, but when it’s all said and done, because we chose to. We chose to get beat up, shot down, put down, argued with, get told no, have a thick skin.

    We did it for so many reasons.

    Maybe we are driven by guilt? We are in student loan debt, credit card debt, house debt, car debt. We may get home at night and our kids or family want us to be home on time or not take those calls. We are driven by doing more because all that is depending on us.

    Some of us are driven by money. We just want to make as much darn money as humanly possible. That’s only going to get us so far. Eventually, we have to find a new reason.

    We may be driven to fill a void. This is our way to win. We want to win that sale, that appointment. We want to get that person to say yes and ride that high.

    Then there’s where most of us fall under—what most of us are driven by.

    We are driven by dreams. Things we want to have. Things we want to achieve. Places we want to go. Things we want to do. We want to provide for our family, kids, spouse, or those around us. Things we want to accomplish. We want to do all those things we never got to do.

    This is exactly why we need to embrace the suck. We are in the number-one profession in the world in that we can make an unlimited amount of money if we do what we are supposed to. If we see past our excuses, take action, work at it, hire a coach and be a student of the game. We need to realize we will never be perfect, and you know what, that’s okay.

    You may miss a goal. You may miss a deadline. You may miss that big sale. Suck it up and drive on. The best part about sales is we always get to start over. Whether it’s the next day, month, or year. We get to do it again; it resets. Go out and do the things you need to do to hit those goals.

    The only person standing in your way is you. Suck it up and love it! It’s worth every second. You will be better at what you do, inside and outside of work. Life happens. Embrace it.

     

    Brent Widman has over 10 years experience in all aspects of sales. He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.


  • Impossible…Really?

    Guest Post By: Kitty Barrow

    How do you respond when people tell you that something you want to do is impossible?

    What if the WHOLE WORLD believed what you wanted to achieve was humanly impossible? Not just impossible, but, what if they said reaching your goal could put you in danger and maybe even lead to death?

    Untitled designWould you stop and find a new dream?

    What if you went to a big prospect or a big competition that you had prepared for years to be successful with and you blew it? Would you consider giving up and quitting?

    That is what Roger Bannister did. When he finished 4th in the 1952 Olympics, his dream of winning an Olympics Gold medal was gone. He considered himself a failure and spent 2 months considering if he should quit his sport forever.

    Then he and his coach set a new goal…for him to be the first man to run the mile in under 4 minutes. “Impossible” – right? Experts say that your heart might explode at those speeds!

    Do you think he then went out and suddenly ran that fast? Of course not, he did what all top professionals do…he trained hard. He worked hard. He made his life uncomfortable. He did things that were inconvenient and painful.

    Because this man didn’t listen to skeptics….Because this man decided to put aside his feelings of self-doubt and failure…Roger Bannister will be known forever as having accomplished one of the greatest sports moments ever.

    LET ME ASK YOU….what is your dream? What has God gifted you to do that you are letting yourself believe you can’t do? What excuses or rationalizations are you allowing yourself to believe about what is holding you back?

    Decide today…will I listen to the naysayers (even if the naysayer is between my ears) or will I live my dream and possibly make my mark in history.

    It’s funny sometimes how the choice is all YOURS and the first step is just believing in that.

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • Goal Setting

    Guest Post By: Brent Widman

    I was speaking at an event the other day and asked,  “How many of you set goals?”  Of the 25 people there I saw about 4 hands go up.  I then asked, “How many of you take time at the beginning of the day, week, month or year to set goals?” “How many of you tell people about those goals? Do you post your goals and do others know what they are?”

    I didn’t see one single hand go up.  I thought to myself, here we go!

    Slovenia High Resolution Goal Concept

    The reason I tell you this is because it can be the one single thing that helps drive your business.  When you know what your goals are each and every day, when we review these goals each day, you realize what you need to do to get there.

    Here’s where we start:

    1. Write down your goals. It can be 1, it can be 10. I don’t care; write them down.
    2. Post them somewhere. On your wall, your fridge, in your office, on your door, as a screen saver, on your phone. Post them everywhere.
    3. Tell people about them. The reason you don’t is because you don’t want to be held accountable. The reason you will is because you want to be held accountable!
    4. Take the time to do it. Take 10 minutes. You can take 10 minutes per day. The first day is to write them, after the take that 10 minutes to review them. It’s worth it.
    5. Know the activity you need to do to hit them. Set a time period you want them done by. You can control your activity every day.

    Goal setting is one of the easiest and toughest things you can do. It’s easy because we can write down whatever we want to. Goal setting is about conviction. If you are truly convicted in what you want to do, what you want to hit, you will go out and do whatever you can to make that happen.  The tough part, you now have that hanging over your head!  You have now told people. YES! Now we are talking. Now you have to do everything it takes to hit those things.  Go get it!

    There are three things that will factor into your goal setting, how you stick to it, and why you do it.

    1. You can control this every day. Have that Positive Mental Attitude!  Enjoy it, this is supposed to be fun. Not overwhelming.
    2. This is Physical, Mental, Social, Family, Career. All those things that go into life. Enjoy it all and be grounded. Do it for the right reasons.
    3. Get a coach, mentor, tell people. Have someone hold you accountable to your goals.  Without that, you are just floating.

    Now, take all of this and set them bigger. Those goals that when you tell people it makes you a little uncomfortable. It makes them think how the heck are you going to accomplish all of that. Don’t listen to naysayers. When you want it, you will do it.

     

    Brent Widman has over 10 years experience in all aspects of sales. He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.


  • The Two Biggest Scheduling Mistakes That Ruin Productivity – Part 2

    Guest Post By: Kitty Barrow

    In my last post we talked about my client who was struggling with productivity and as a result, his sales were suffering. After analyzing his schedule I discovered that he was making two very common scheduling mistakes that were ruining his productivity. In the first blog, we covered his first mistake; his schedule wasn’t ‘real’.

    kbarrow

    In this post, we are going to talk about his second big mistake.

    He wasn’t setting aside time for ramping up or ramping down.

    Our brains like to do as little thinking as possible. When we make our brains do a lot of heavy thinking all day long, we find that we are typically EXHAUSTED at the end of every day.

    Ramp-up time is an amazing cure for exhaustion! It will also help you to come across as a well prepared professional.

    What is Ramp-up time?

    It is 30 minutes to an hour that you SCHEDULE into the beginning of your day. (I typically do my Ramp-up time beginning at 7 or 7:30 AM). During this time, you look at the appointments you have for the day and prepare for them mentally and physically.

    ♦ Prospecting time set?

    • Then you prepare the list of everyone you will call for the day (PERK if you go ahead and put them in the order that you would like to call them)

    ♦ Look at your appointments

    • Prepare any information you will need to have with you. Review your notes from the last meeting so you can plan out any information that will need to be top of mind.
    • Think of any questions you need answered and plan how you would like the end of the meeting to go.
    • Is there anyone who needs to be included or updated about this meeting?
    • Is there information that you still need from someone else in order to be prepared for this meeting?

    As a Coach, what I typically see instead are a lot of sales people and leaders who are running from event to event. They aren’t prepared because they haven’t taken the time to thoroughly think through their day. This can result in our prospects and team members thinking we don’t care about them or their business and we don’t truly know what we are doing.

    Are you wondering why your prospects/clients aren’t calling you back? Are you wondering why people are canceling meetings on you? Are you wondering why you lost a big deal that you thought was in the bag? Can you look back and know that you have been fully prepared and thus fully present for these people? Everyone wants to feel important. Are you showing your people that they are important by being completely prepared?

    What is Ramp-down time?

    It is the 30 minutes you take to clear off your ‘to-do’ list before you head out the door.

    ♦  During the day, when someone is trying to distract me, then I do 1 of 3 things:

    •  Start an email to the appropriate person and enter enough in the subject line so that I will remember what I wanted to email          them about. Hit ‘save’ and then minimize it
    • Jot down a note on my daily ‘to-do’ list
    • If it is something that I want to remember to discuss with someone who I have an appointment with on my Outlook calendar or cover/discuss at a meeting that is coming up in my Outlook calendar, then I open a calendar appointment NEXT to the appropriate appointment and make a note of what I want to remember to cover/discuss, hit save and close it. Now, when I am doing my ramp-up time, it will be easy for me to remember anything important for those meetings.

    ♦  For Ramp-down time, at the end of the day, I:

    • Open up my minimized emails one at a time, finish the email and send it
    • Handle what can be immediately handled off of my ‘to-do’ list
    • Anything that can’t be handled immediately, then I will find a place in my Outlook schedule when I will handle it, create a calendar appointment for it, save and close. (As my business Partner Sales Coach Dew likes to say, if it isn’t important enough to be in your calendar, then it isn’t important enough to do.

    Once your mind is prepared through Ramp-up time and cleared through Ramp-down time, you are equipped to handle your day and whatever it may throw at you. You are giving your brain a break because it isn’t working so hard to stay in ‘reaction’ mode all day. This means at the end of the day you are energized and ready to be present with your family and friends, thus enjoying your life a whole lot more.

    Don’t forget to go back and read about mistake number one if you haven’t already. Then try applying these two solutions to your schedule every week and let me know what kind of a difference it makes for you!

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • The Two Biggest Scheduling Mistakes That Ruin Productivity – Part 1

    Guest Post By: Kitty BarrowThe-Two-Biggest-Scheduling-Mistakes-That-Ruin-Productivity-Part-1

    Today I was working with an amazing coaching client who is a 23-year veteran salesman and sales leader. This client is in the top 10 in the world when it comes to personal and team production, but lately, he hasn’t had the time to make his prospecting dials. He mentioned he has been spending a lot of time working on his leadership skills and his team and every time he does this, his sales seem to suffer. This is a common complaint of Producing Sales Managers, isn’t it?

    My client had plenty of hours of ‘dial time’ written in the schedule that he preplanned, so I was curious why ‘dial time’ wasn’t happening.

    He also admitted that as different things came across his desk he would stop what he was doing to focus on those things, letting them distract him.

    After truly analyzing his schedule, I noticed two mistakes that many coaching clients make that can throw off our schedule, cause a lot of stress, and ruin our productivity if not corrected.

    What’s crazy is these two things are SO SIMPLE to correct, yet so EASY to forget.

    The solutions for these mistakes are simple, but I can’t stress enough how easy it is to overlook them. So, I am going to give each mistake its due diligence. We will only be covering the first mistake in this blog post, and I will share the second mistake in a later post.

    The first mistake my client was making is that his schedule wasn’t ‘real’.

    This happens often with people. They plan out their week so that it looks ‘perfect’ but there is little to no room for reality. There are always unforeseeable things that will happen during the week, but some things are often just missing from schedules. Things like:

    Drive time

    Many of my clients must be Star Trek fans and have a relationship with Scottie.

    Email time

    It’s always fun to pretend that we never have to answer emails.

    Emergencies

    Unless you sell pacemakers, there aren’t too many TRUE emergencies in business that can’t wait at least 2 hours to be handled. We all like to live in a dream world where everyone else in the office always solves their own problems and never need to come to us for help, that dream world has yet to exist.

    Paperwork

    While we should be delegating as much as possible to another personality type who really loves to do paperwork, we can’t pretend that we will never need to do any paperwork yet so many of my clients never have time built in their schedule for this.

    If you are planning out your schedule every week but you find yourself consistently unable to follow it, then it is time to really analyze your schedule. Compare your actual work week to your schedule and look for things that are throwing you off-schedule. Once you have located those troublesome tasks you need to plan for it in your next week’s schedule or you need to ‘eliminate, automate or delegate’* it to someone else. (*verbiage from Rory Vaden’s book, ‘Procrastinate on Purpose’)

    See, a simple fix. You have to make sure you are accounting for those maintenance tasks that are so essential to keeping all the wheels turning, without sacrificing the crucial production time. Planning for these tasks will allow your production to be free from distractions which in turn makes for a very productive day.

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • Four Keys to Success

    Guest Post By: Kitty Barrow

    Several years ago, my team and I wanted to re-create an event that was a huge success for other teams across the country. After our third attempt, with the same dismal results each time, I was ready to throw in the towel.

    The other teams that executed this event with such success must have had an advantage we didn’t. Was it their area, or maybe they just wielded some serious magic. Either way, there must be something beyond my control that made success with this event impossible for my team in my city.

    Four-Keys-To-SuccessDefeated, I confided in my National Sales Director that I was giving up and that these events just weren’t meant to be. He challenged me then, and his challenge has made a huge difference in how I see my ability to have success with every opportunity that has come my way.

    He said that, instead of giving up, I should evaluate what I have been doing through the ‘Four Keys to Success’ to see what piece was missing which in-turn was hindering my success.

    Four Keys to Success

    Before you attempt anything, you should begin with the end in mind.

    You need to define, ‘what does Success look like to me?’

    The example I will use today is the event my team and I were attempting to host.  Success to us meant that we had a certain number of clients and prospects attend our event and that from this event we generated a number of sales and bookings.

    THEN, you follow the 4 critical areas that lead to success:

    Desire

    • Do we have the real desire for the thing we have defined as ‘success’?
    • Did my team and I have the REAL DESIRE to have a great event and the results that would come from that event?

    Confidence

    • Do I think I can learn the skills it takes to achieve my ‘success’?
    • Do we think that we can learn the skills it would take to host a successful event? (of course, we would need to break down the skills needed before we can answer this decision)

    Skills

    • Do I think I can learn the skills it takes to achieve my ‘success’?
    • Do we think that we can learn the skills it would take to host a successful event? (of course, we would need to break down the skills needed before we can answer this decision)

    Activities

    • What are the right activities and the right number of activities to achieve my ‘success’?
    • Were my team members doing the right number of activities leading up to the event to ensure our successful outcome?

    This information was shared with me 7 years ago. It falls right in line with the Skill/Will Matrix that our company teaches Sales Leaders when they are helping their team members reach for success. When our team members:

    • Have a burning desire for a certain outcome
    • Have the internal confidence that they can learn the skills
    • Work on and perfect the skills needed
    • Do the needed activity enough times

    Then THEY WILL achieve their desired success.

    Whenever you aren’t achieving your desired success, look at these four critical areas and there will likely be something missing, something that is keeping you from success.

    What successful outcome are you currently working towards that has seemed out of reach? After analyzing the 4 critical areas, where is it that you can improve and then go after your dream again?

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate