“It is who you know.” We have heard that phrase so many times. Outside of my decision of faith, who I surrounded myself with is the most important decision I have ever made and impacts every area of my life. The same is true of you.
You don’t just make this decision once and put your life on cruise control, you need to continue to make it constantly and deliberately as you, your relationships and your goals change.
Surround yourself with people who bring the best out in you. Surround yourself with people who are doing what you dream about, will speak hard truth to you and will hold you accountable. You want no excuse relationships.
Be intentional about what you read, what you listen to and who you let speak into your life. Relationships matter so much more than we think.
Think about input as the water you drink. The water you draw out is determined by the source you draw from. Bad well… Bad Water.
Flat out, You will become who surrounds you. Be an active participant in shaping your life. No victims.
BTW, I don’t really know Santa. I mean who really KNOWS Santa. We just hung out a few times.
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I have a friend who is just graduating school and today starts his first day in sales at a software company in Seattle. He asked for some advice as he wanted to kill it out of the gate.
This is my favorite type of call. I would do anything for someone who wants to go work their butt off and but just needs to learn what to do. There are no handouts, but I can give you the map.
Here is what I sent him. I hope this helps you as well.
Here it is, day one. I am so proud of you. I am so humbled and honored to be part of this journey as it brings back some really cool memories.
I know you have big goals that are tied to this journey. Enjoy step one on this. There will be days that are frustrating and days that full of elation. Push through them both. Celebrate the wins, learn from the losses and then get back to work. You are part of a team and your job is to perform.
I have seen thousands of sales people start their first day. Many have gone on to build incredible careers and many others moved onto other endeavors.
Sales is a career. Let me say that again. Sales is a career, not just a job. Sales is one of the only careers and skills-sets that can move to any industry is recession proof and if you are good can provide incredible opportunities your whole life. The industry continues to evolve and you will need to as well to stay on top but good sales people will always in be demand.
- Hustle – The proof is in the proof. You are your results in Sales. You are not branding, your job is to close sales and you need to work. You will develop the skill. Until then, out hustle everyone.
- You and your company will always get better. Make No Excuses.. Get it Done
- Set daily goals and hit them – Discipline matters. If your goal is 100 calls, don’t’ quit til you hit 100. If it is to get 1 qualified deal per day, then hit it. Understand what success for the day looks like and knock it out.
“Don’t watch the clock; do what it does. Keep going.” -Sam Levenson
- No Pain, No Sale – You are in the pain removal business. If the person you are talking to does not admit pain, move on. No Pain, No Sale.
- Become a Better listener – Successful calls sound like you asking good questions and then listening a ton. The more you listen, the better the call. Focus on the goal of the call and then lead with questions, not statements. Be the listener your girl-friend wishes you were.
- Stay Humbly Confident – Your confidence and energy will be infectious, bring it on every call. Remember, your customers and prospects will respond to you so bring your winning attitude on every call. Stay humble and remember, every call is an opportunity to serve someone and learn something.
- Learn as much as you can – Ask questions. Practice your pitch, listen to your trainer. It is better to look silly and be transparent with your team so you can be more effective in front of your prospects. Remember, the name of this game is performance and you begin winning in practice. You do not have to know it now, but you do have to learn it. Today’s struggle builds the success of tomorrow.
- Become a Consumer of Information – Make it a goal to get better every day. Never lose this hunger and develop a discipline that will carry you through. You will need to learn about sales processes, sales pitches, your industry, and the people you are selling to. I read 40-50 books a year. Whether through blogs, audio books, podcasts, etc. it is your responsibility to get better. No Excuses!!!
- Understand your sales cycle – Every industry is a little different. Many people start out and never gain this fundamental skill of moving the deal forward through the stages. Trust the process and communicate the challenges.
- Ask for Help – Never lose a deal by yourself. If you run into a challenge ask your manager for help. Better to share the success and the lessons so you can fail forward together. Lean on those more experienced to accelerate your learning.
- Find Mentors – Find people who are where you want to be and ask them to be a sounding board. They can give you recommendations, etc. This is your responsibility. They may only be a couple of steps ahead of you. The best ones always do this. The others flounder alone.
- Make the Extra Call – Put that extra effort into this. Most sales people give up after 1-2 calls when the average person doesn’t respond until call 5-6. Most sales people are average. Don’t give up your dream and settle for average. Make the extra call
Now, go knock it out the park. I know you will.
What is the best piece of advice that you have received or given? Would love to hear it.
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You can’t accomplish Epic with a Basic Team.
That Means you either need to hire and pay Rock-Stars or you need to find the people with the right skills and hunger and develop the crap out of them
Have you ever needed advice on hiring people for your company? We need great people and most people are really bad at hiring. The research all points t
o that we make a snap judgement early in the interview and then spend the rest of the time validating our initial impression. For example, if you have a connection (i.e. you went to the same college) then you are more likely to hire them, regardless of fit.
A miss-hire will cost your company up to $240,000
- 62% of small business owners have reported making a bad hire.
- 72% of CEOs are concerned about the availability of key skills.
With the growth in available jobs and the change of the millennial workforce, the importance of getting hiring right, continues to increase in importance.
There are a couple things you can do to help a little with bias. The bigger help is getting more clear about what and who we actually need.
As you can see, the cost of a miss-hire can be high with the ramifications on morale and culture being even more impactful.
So what do we do? Here is my best advice on how to make sure you are getting the right person at the right time for the right role.
Be clear on what job you are hiring for
Where are you as a company? What do you need to move yourself forward? Do you need a marketer who can wear many hats or are you looking for a Demand Gen specialist? Do you need a doer or do you need a strategic leader? Many times, we mess hiring up before we start because we don’t get clear enough on what we actually need.
The people you hire will do their jobs, make sure you are filling the right job.
The more clear you are on what you want, the better chance you have the right person for what you need now.
Hire people who are better than you at something
Your company needs to get better and better. If the person sitting across from you is not better at you than something tangible then pass.
Make interviews behavioral
Your Interviews need to evolve to having the person do what you will be asking them to do.
If they are an Engineer, they need to code. If they are a sales person, have them sell you something. If they are a marketer, have them put a campaign together. YOu need to get away from bias and look at the fit.
Have teams interview and vote
Here is a way I have found to remove some bias and “group-think” of interviewers.
Quick vote – have everyone meet quickly and put a vote at the same time and then tell their positions. I use 5 for yes, 3 for maybe and 1 for no. Otherwise, if the CEO likes them, we never get the potential red-flags uncovered. You need to rely on the input of the others.
Make sure you are excited about the person.
Every hire matters as far as growing the company and building the culture. If you are not excited about the person you are hiring, don’t do it.
Here are two ways to tell.
- You would be completely bummed if they took another job. This is a really good gut-check.
- If you see that person out in public, you would go out of your way to find them.
Lastly, I highly recommend instituting a generous employee referral program as having relationship between employees has a benefit when it comes to retention, payment and engagement.
I created Samplicate, to work with companies to build a hiring process that focuses on the right person, right time and right role Let me know your thoughts on what is working for you as you build your “Dream Team.”
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Welcome to the Journey.
There is a place we all get to where we look at the Intersection of what we do and the bigger picture. We wonder what is our purpose. I believe everyone has a specific purpose and that purpose is found in helping those around them. I believe Everyone is built to positively Impact the world around them.
Here we will transparently talk about Growth, Business, Struggles, Challenges, Life, Faith and how we get up and get better every day. … Together.
I hope My Journey Helps your journey. Here you will find discussions on Work, Leadership, Growth Faith, Church, Prayer, Purpose and even some great recipes for Comfort Food.
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