The very best salespeople know that the buck stops with them when it comes to revenue results. Sure, there are other important aspects of the revenue cycle, but ultimately the seller is judged on a revenue number, and it’s a binary outcome.
Today’s podcast outlines what it means to take ownership of your outcomes.
They don’t blame others when the revenue isn’t there
It boggles my mind that someone would leave their livelihood up to somebody else. You’ve got to find a way to get the job done.
They create their own opportunities
Even if your organization provides you with a ton of lead-generating resources, there are always deals you can source yourself. Prospecting may not be the most fun aspect of your job, but looking for new ways to win is certainly rewarding. Is your ear to the ground?
They understand their sales process
Most sales processes stall because sellers don’t know what to ask for next, and a startling amount of sellers I work with can’t draw theirs on a napkin. How can you take control of a sales process you don’t know?
They review the tape
Do you think back on your calls? What went well? What didn’t? What could you do differently next time? This kind of exercise is excruciating, but there are few things more valuable when it comes to getting better.
Does any of this sound familiar? How much ownership do you really take? Could you do better?
Please subscribe, review, and share this show wherever you get your podcasts.
Airplane Mode: Unlocking Peak Sales Performance Through Unplugging
What Lesson Should You Be Learning Right Now? Building Resilience in Sales
Deeper Thought Mailbag #2: Micromanagers, The Case for Quality Touches
The Importance of Boundaries: Achieving Sustainable Sales Success Through Structure
Review the Tape: A Sales Professional's Guide to Continuous Improvement
Unorthodox Prospecting Techniques with David Weiss and Andy Racic: Capturing Attention in Unconventional Ways
Book Review: The Introverts Guide to Networking by Matthew Pollard
Get the Pork Chop
Don't Push Me, Show Me: Aligning Incentives for Successful Selling
I Am The Captain of My Fate with Andy Racic
An Announcement About The Future of Rethink the Way You Sell
Permission to Be OK
The Really Scary Part + What's Next?
Control What You Can Control
The Emotions of the Seller vs The Emotions of the Buyer
Keep Your Swagger
Mastering MEDDPICC: Finding The Gaps in How You Sell
Be Held Accountable
Why They Buy > How You Sell with Jeffrey Gitomer
You Lose Business the Same Way You Win It
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