On this solo episode of the Sales Transformation Podcast with Collin Mitchell, he explains why adopting the mindset of a professional athlete is the key to hitting your quotas on a regular basis.
Did you know that 60% of all sellers do NOT make the quota on a regular basis? To flip this around, you need to prepare for game day in your sales role. This means taking care of yourself mentally, physically, socially, and emotionally regularly so you can show up as the best version of yourself all the time.
Remember that a positive mindset is a lifestyle and you must take care of the different aspects of your life to ensure you show up to your sales role in top shape.
And lastly, practice, practice, practice. Review your calls and see why you won or lost. Use these insights to make even better calls in the future. Doing this consistently helps you make quota on time, all the time.
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01:11 Be a sales athlete and prepare for game day
02:37 A positive mindset is a lifestyle
03:50 Practicing is the solution: Make it a priority and hit your quota
04:26 Review the game tape to see why you won or lost to improve for tomorrow
01:32 "Athletes don't just show up on game day and hope for the best. There are many things that they do to prepare, to have proper mindset. They practice on a regular basis, and these are the same things that sellers need to be doing."
03:31 "You want to get proper sleep. You want to eat healthy. You want to exercise regularly. For me, meditation is huge. I meditate in the morning and throughout the day. These are all things that helped me have a proper mindset in my selling role."
05:01 "There needs to be culture where practicing, failing, making mistakes, learning, getting feedback, asking questions is all part of the norm to get better at the art of selling."
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[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell, and this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.
[00:00:24] All right, today is a solo episode where I'm going to talk a little bit about why sellers need to have the mind. Have a professional athlete and the other things that they need to do in order to start hitting their quota and why this is such an important thing. Over 60% of sellers are not hitting their quota on a regular basis.
[00:00:52] And that's crazy. That is more than two thirds of sellers in the B2B space are not hitting their quota. I don't remember the exact number, but I've heard this consistently from multiple sources. Um, and I read her article before. I think it was like 67%. It was even on the high end. Um, and sellers need to.
[00:01:13] Think of themselves as sales athletes. And this is an unpopular opinion. I've gotten some crap for this before through a LinkedIn post. And some people think it's quite ridiculous, but I don't. And I'm going to tell you why there's this fact, and this is why I believe this, uh, in this so much. Athletes.
[00:01:33] Don't just show up on game day and hope for the best. There are many things that they do to prepare, to have proper mindset. They practice on a regular basis, and these are the same things that sellers need to be doing so they can actually start hitting their quota consistently. So let me break it down here.
[00:01:53] Number one, you need to be prepared. You need to make sure that you are ready for game day, AKA the Workday, whatever it is in your. You know, make sure that you take care of yourself mentally, physically, socially, emotionally on a regular basis, so that you can show up as the best version of yourself in your role, make sure that you have your master of your calendar, make sure that you have buffers in between transitioning from different types of tasks.
[00:02:17] Maybe it's from prospecting to building proposals or in between meetings. Make sure you have proper time to prepare or decompress from that previous activity. These are all things that will help you prepare for your day, prepare for each task or transitioning into different things. And these are really essential to performing at a high level.
[00:02:36] Now, one of my personal favorite things to talk about. Is your mindset. And there's so many things that you can do to have a positive mindset. Now, if you tell yourself that cold calls suck, then yeah. Cold calls are going to suck and, or you might even just skip cold calls completely, which happens often.
[00:02:53] Or if you say prospecting sucks, same thing. So you want to have a positive attitude, positive mindset. When you go into each of your tasks as a seller, The thing is his mindset is not, you know, a lot of people talk about their morning routine or the things that they do to prepare for their day. Uh, but being a positive person, having a positive mindset is more of a lifestyle.
[00:03:14] And there's some essential things that have worked for me and, and be able to. The positive most of the time have a good mindset. You know, I'm not perfect. I have off days, I have moments where I get super stressed out with my kids or whatever the case might be. Um, but there's some things that you want to do.
[00:03:31] You want to get proper sleep. You want to eat healthy. You want to exercise regularly. Um, you wanna, for me, meditation is huge. I meditate in the morning and throughout the day, these are all things that helped me have a proper mindset in my selling role. Um, and then last but not least. Practice. Now there's 30 plus percentage of people that are not, uh, that are hitting their quota.
[00:03:57] That's it. Number 67% roughly. I don't remember the exact number are not hitting quota. So if you want to be part of that 30 ish percent that are hitting quota consistently, you need to be practicing. I believe that practicing is the solution. If more sales organizations, more sales teams make practice a priority.
[00:04:20] More people are going to start hitting quota. Now, another thing that I've heard from many people is a lot of sales organizations aren't even reviewing the game tape. They're not even listening to the gong calls or the wing man calls or the zoom recordings or the call recordings. They're not even reviewing that stuff.
[00:04:38] Now professional sports teams. If they win a game or they lose a game, they're reviewing that game team tape to see what did we do? Well, what could we have done better? What do we need to practice? These are all things that are essential. And a lot of sales organization are really just practicing at the expense of their prospects.
[00:04:55] They only practice reps that they get in. Are those actual live conversations, calls, discovery, calls, or demos. There needs to be culture where. Practicing failing, making mistakes, learning, getting feedback, asking questions. Is all part of the norm to get better at the art of selling. And that's why I'm super pumped about what Jordanna Zeldin and John Mehan are doing.
[00:05:21] They've launched practice lab. If you haven't checked out practice lab, I'm going to drop the link here in the show notes. I'm also going to drop a link to. Uh, blog article that breaks all this down as well. Um, but you definitely want to check out practice lab. What they're doing is super interesting.
[00:05:35] They just opened up registration and I highly suggest that you get on that list. Make sure you can get it be part of the first cohort. Uh, it will fill up fast. So I highly recommend that you do that now. And if you enjoy today's episode, Please write us a review, share the show with your friends. It really does help us out.
[00:05:53] And we're always listening for your feedback. You can go to sales, transformation.fm and drop us a voice DM, and we will get back to you. Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same.
[00:06:11] Head over to sales, cast.community and crush your numbers on your local. Yeah, it's free sales cast.community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.