What is a Sales Athlete?
I have gotten crap from people in the past so I know it's not a popular opinion but sellers need to think of themselves as athletes. Athletes at any high level do not just show up on the game day, put in a good enough effort, and hope for the best. Why is it that sellers think this is okay and why roughly 60% of sellers are not hitting their quota? I believe it's because they are not practicing enough and they are not properly prepared for game day AKA "the workday." 🤷♂️
How To Be Prepared
How do we make sure we are ready for game day? It's important to take care of yourself mentally, physically, socially, and emotionally on a regular basis in order to be prepared and show up as the best version of yourself. Properly plan for your tasks each day and give yourself buffer time when switching tasks or in between meetings. This simple thing can help reduce stress and ensure you show up in each part of your role prepared as the best version of you.
I believe without the proper mindset it will be hard to do anything decent. If you tell yourself "cold calls suck" then when you get to make your cold calls they will suck or you will skip making cold calls entirely. Edward Purmlais and I make cold calls and LIVE stream it every Wednesday. This makes it fun and gives us something to look forward to. Many people talk about their morning routine or their golden hour which is fine but having a good attitude and proper mindset to perform on a high level is a lifestyle. This means creating consistent habits that act as fuel. The essentials for me are eating healthy, exercising regularly, meditating daily, getting proper sleep, and spending an adequate amount of time with my family.
If you want to join the 30%ish of sellers that actually consistently hit quota. You need to practice regularly, that's right just like an athlete. Sellers and sales leaders and not doing a good enough job creating a safe place for sellers to practice the art of selling. The only practice reps most sales org's are getting is on game \day with the prospects. Another fact that is a huge problem is most are not even reviewing the game tape. This means they not listening to the call recordings or watching the replay of the Zooom. I firmly believe that if the practice becomes more or a priority for sales teams we can fix this huge problem of 60%+ of sellers not hitting quota. That is why I am so pumped and a big supporter of The Practice Lab by Jordana Zeldin and John Mahan. 🙌