Team,
We have had a lot of changes since last year.
There is the worst Global Pandemic in over 100 years, Toilet Paper Shortages, Grocery Limits, Failed Businesses, Economic Collapse, Stock Market Volatility, Riots in the Streets, Curfews, Quarantines, and the Highest Unemployment since the Great Depression.
We are on our 3rd CEO since December. It has only been six months.
Our President has resigned.
We have an entirely new Executive Team bringing in their tribe and with-it significant change.
We have new tools, processes, metrics to live by and requirements.
We are forecasting weekly and sometimes more often.
Everyday there is something new.
We are a new Team this year. A Team of highly skilled, highly trained Professional Sales Experts.
We are an Elite Team with High Expectations and high quotas to match.
We are an Outside Field Sales Organization. The expectation is that we make things happen and go the extra mile.
We do not wait, we do not accept mediocrity.
We strive for excellence. We expect results because we take action to drive them.
More changes are coming.
Change is constant.
Nevertheless, we must FOCUS!
The Compound effect is our way to success. (From the Book: “The Compound Effect” by Darren Hardy)
Doing the right things over and over will reward us with results.
The right things are listed below and are expectations.
Expected Behaviors:
Ability to Listen.
Ability to follow Directions.
Ability to be Coachable.
Have a Positive Attitude.
Take action and execute.
Be creative to win.
Ability to contact Key Decision Makers at the C-Level.
Ability to accurately forecast.
Ability to CLOSE.
Ability to Execute with strong Prospecting, Discovery, Hyper-Qualifying, Presenting, Negotiating, and Closing Skills.
Closing: ASK for the order! Pick up the phone to close the deal. Don’t rely on email. Track the PO like a shadow at every step. Do not rely on the channel to do your job. The customer not responding is not a valid excuse. Who else have you called? What else have you done to close the deal? Call the CIO, CFO or other Executives. Ask one of our Executives to engage the customer if needed. Do not lose alone.
Building Pipeline: Prospect every day. Use email, phone, any tool available to help build pipeline daily.
Training: Be an active participant in trainings. Ask questions, learn, understand.
Self-Improvement: Actively read, train to get better at sales skills. Read all of our product datasheets to understand our solutions.
Helping Teammates: Be there for your peers, help each other build pipeline, close deals, strategize to grow the deal.
One Thing: What is the ONE THING you can do to increase sales? (From the book: “The One Thing” by Gary Keller & Jay Papasan)
Work with our Business Unit, BU counterparts, Distribution, Resellers, internal and external resources to help build and close deals.
Be Adaptable, success depends on it.
When the going gets tough, the tough get going! (Wrestling Coach)
Doing the right things will not only ensure that you survive change but it will help you to THRIVE!
Jerry Lang