Software / Tools – Day 8 – 14

We all have blind-spots whether we realize this or not.  This is especially true in Sales. So, as you read this chapter please reflect on all the resources, tools, people and software readily available to you.  For example, what is currently in place to help you succeed? Who are the people you can utilize as mentors and learn from? What are the processes and tactics you can leverage to set meetings?  What is the SLA or (Service Level Agreement) your activity will be measured against. The next few chapters will be your opportunity to explore these and other potential blind spots in order to improve upon your performance.

Day 8-14

We all have blind-spots whether we realize this or not.  This is especially true in Sales.  So, as you read this chapter please reflect on all the resources, tools, people and software readily available to you.  Explore these and other potential blind spots in order to improve upon your performance.

Process & People:

  • What is currently in place to help you succeed?  
  • Who are the people you can utilize as mentors and learn from?  
  • What are the processes and tactics you can leverage to set meetings?  
  • What is the SLA or (Service Level Agreement) your activity will be measured against?
  • What is the process that other SDRs in your organization have used to generate meetings? 
  • What is the process that Account Executives at the top of your company’s leader board are utilizing?  Reverse engineer the crap out of this and find which elements work for you!

Software and Tools: Utilizing tools more effectively will not only make you better at Sales Development but potentially shave hours off your day as you become more efficient. While this is a short chapter please don’t rush through. 

  • What paid or free software do you have available?
  • Does your company use a CRM such as Salesforce to log your activities?  
  • What are some other ways you can utilize your CRM?
  • How are the A+ players in your organization using their CRM?  This is your chance to ask them!
  • What additional tools can you use to gain insights into the people and accounts you are reaching out to?
  • Are there internet browser extensions you can use to make your sales life easier?

Think critically on the above and list everything from the phone, to the computer, even the printers.  Once you’ve written down every possible thing you can think of consider the additional ways you can put these tools to use.  Seek your coworker’s, your Manager’s insight and even search online to learn how industry leaders might be using similar tools.  You can even find me across social media for added ideas.

By routinely assessing how you put your software to use and making adjustments where needed your ability to set meetings will grow exponentially. Once you have finished this exercise proceed to the next chapter.

Self-Assessment – Day 7

Day 7

Without sugar-coating it, this chapter is about getting brutally honest with yourself. 

The topic we will cover is self-assessment and since I’m not here to talk to you face-to-face you are going to have to find someone to be honest with you. This person can be a close friend, a relative, your current boss, even a spouse. This chapter is meant to be uncomfortable, so get ready to pull the band aid off. You will require a partner to complete this exercise.

While reading this chapter please take a moment with your partner to reflect on the questions. The goal here is to understand both how you see yourself and how others see you. This chapter is meant to push you beyond what you’re used to so if you are ready for a strong dose of reality proceed to the activity below.

Instructions:

  1. Answer the questions below
  2. When applicable have your partner answer the same questions about you
  3. Grade yourself on a scale of 1 to 10 for the following 5 sections (Competency, Judgement, Energy, Focus, Relationships) Your total score will = 50.

Questions like these are one way a Manager can help to determine if you are a fast learner, a good problem-solver, and a versatile, goal-directed person. Since variations of these questions will often crop up during an interview it’s best to get a firm understanding of them now.  Most Managers are not only looking for someone who is a fit for the job but who will also bring additional value to the organization.

Competency – Grade yourself on a scale of 1 to 10

o  What is your biggest strength/weakness? 

o  Tell me about a time in which you developed an unconventional approach to solve a problem

o  Give an example of how you organized your activities when you had several commitments due at the same time

Judgment – Grade yourself on a scale of 1 to 10

o  Give an example of a situation in which no guidelines existed for your work and how you coped

o  What is the greatest risk you have taken and how did you decide to make that risk?

o  Tell me about a decision you made which you later regretted

o  Give an example of your using data to make-a-decision

Energy – Grade yourself on a scale of 1 to 10

o  What are your sources of inspiration?

o  What do you do when you’ve completed your work for the day but see that you have extra time?

o  What sets you apart from your colleagues?

o  What accomplishments have given you the most satisfaction in your life?

Focus – Grade yourself on a scale of 1 to 10

o  Give an example of your ability to work independently

o  How well do you work under pressure?

o  What new goals have you set recently?

o  How do you organize what you do on a day-to-day basis?

Relationships – Grade yourself on a scale of 1 to 10

o  Tell me about a situation where you failed to communicate appropriately. In hindsight, what would you have done differently?

o  What would your teammates say about you?

o  Describe a time when you received negative feedback from an employer, colleague, or client? How did you manage this feedback? What was the outcome?

o  How do you build relationships in a new environment?

Now that you’ve completed the above please take time to reflect on your answers. While there are no wrong answers the questions above will offer insight into who you are and what you can bring to a sales team.  How did you score yourself, how did your partner score you? As a result of the above exercise where do you have room for growth and improvement? What are you going to do going forward to address your areas of improvement? 

Write those answers down below in the comment section or message me on social media if you feel brave. You are ready to move on to the next chapter.

Day 1 – Our First Meeting

Day 1 – Our first meeting

If you’re reading this it’s likely Sales is already a part of your life. Or, you may have considered changing careers recently and for whatever reason Sales struck your fancy. You may even be a current SDR (Sales Development Representative). For some reason or another you are now reading this and as a result I feel obliged to make it worth your while. 

When it comes to sales, before you do anything, before you start reaching out to prospects (possible customers), before you even think about selling or decide to pick up the phone do the following first. I promise it will be worth it.

Get crystal clear on what your WHY is. What is the reason you’re going to wake up in the morning and give half of your day to this job as opposed to another? WHY are you reading this book? What has led you to this moment and most importantly what do you want to do next? Before we start down the road of Sales, I want you to take some time and really think about this. If you are sitting at your desk take 5 minutes, tune out the world and write down all your reasons as to WHY on a piece of paper.  These are going to be the reasons that you persist through the hard times, the times that seek to break you. 

Are you starting a family? Are you finally going after your dreams?  Are you one paycheck away from being on the street? What is driving you? What is going to keep you from giving up the moment things don’t go as planned? In sales, failure is inevitable. However, failure can’t get the best of you if your reason to persist is stronger than your reason to call it quits.

Spoiler, your WHY must be greater than your circumstances! 

So, if you haven’t already determined what your WHY is and what is driving you please take time to reflect. Write your WHY on a blank piece of paper or whatever works best for you! Reassessing your WHY as often as needed to ensure it is still relevant. In case you were wondering, I feel this exercise is so vitally important for sales professionals because it gets people to think long term and not just about short-term success metrics. The greater you can make your WHY the better chance you have at succeeding in this profession and in life.