Are you a newer sales rep are you just kind of getting going in the position of
sales?
If so, you're in the right place because there are really some ideas that if you
implement them you are going to get be getting moving so much more quickly than
what you otherwise would and I see it over and over and over again.
There are some specific tips and strategies that if you implement them you
are going to be just absolutely blowing past people.
It's.
Old I see so often in particularly in organizations where there are classes of
salespeople.
And so you see some reps who just kind of chug along and and are pretty mediocre and
never do anything spectacular.
Whereas other reps are already at the top of their companies ranks just within
months of their job in this video.
I'm going to show you 9 tips for new salespeople to get you up to speed fast.
Check it out.
Number one.
Bottle what works you've probably heard the old saying don't reinvent the wheel
that could not be more true in sales identified the people at your organization
that are absolutely top performers and depending on the size of your
organization.
There may only be one person that's actually a top performer or if you're in a
big company.
Maybe there are a couple I challenge you to find the absolute top performer and
model exactly what they're doing ask.
If on your own time.
You can just ride along with them to find.
Know what they're doing to see what they're doing to watch them and at the
same time read books on sales processes watch videos just like this that are based
on a data-driven approach to increasing your sales model exactly.
What works don't try to figure it out on your own the old-fashioned way by trying
something and then seeing if it works instead identify exactly the strategies
that work and then use and don't be afraid of it goes wrong if it's not a big deal.
Be willing to model exactly what works don't make it hard on yourself.
Number two make mistakes.
This is really key.
I just want to be clear that what I'm not saying is don't just kind of come up with
an idea willy-nilly and then go implement it and then if it doesn't work, that's
fine.
No.
No, I'm saying identify the strategy that works either by modeling top performers or
you know, identifying a sales system and then.
Sing it and be willing to make tons of mistakes be willing to piss people off be
willing to screw things up.
They willing to blow up sales who cares be willing to make mistakes, the more you're
willing to make mistakes.
What's amazing is that actually the fewer you ultimately make it's so wild right?
But just think about think about a different context, right?
If you're really nervous to make any mistakes with something that you're
learning what's more likely to happen?
You're more likely to screw things up.
You're more likely to be shaking in to be nervous and sweating and freaking out
instead when you're willing to make mistakes.
It doesn't matter.
The worst thing that can happen is it doesn't work out.
It's another mistake and you learn from it and you grow from it.
And then you implement differently than next time number 3 think big it's crazy to
me how so often newer sales reps think to themselves that they have to kind of start
really.
Mall and then once they've really got things figured out then they can go up
now.
That's not entirely untrue.
Right?
I mean when you're first learning to sell obviously your first few cold calls or
your first appointment.
You don't want to be with CEO of IBM.
But once you have a certain level of Competency, I want you to just absolutely
blow up.
I want you to go way up the ranks and push it and make it big be willing to.
Think big be willing to try out things at a high level.
What you're going to find is it is just as much work to close the sale with a small
organization or with someone who's low level than it is to sell someone who's
high level at a big organization yet.
The payoff is so different right go for the bigger opportunities think big number
for ask ask ask asking questions really being in a.
Edition where you're just inquisitive is going to make you so much more attractive
to everyone around you both co-workers potential mentors and Prospects.
You don't have to have the solutions and that just be curious be inquisitive be
interested in what people are saying the more you're asking questions the more
you're learning the more you're really helping yourself and at the same time
you're actually becoming more interesting to those people.
Because you care.
It's incredible.
I see this all the time with people that I know when they get an opportunity to meet
someone really important maybe a celebrity or someone high.
And all they do is talk the whole time because they're nervous.
And so they start talking instead of just asking a really insightful question of
that person, which is going to really engage them in a conversation and thus
lead to a much more meaningful interaction it willing to just ask ask ask your
prospects people around you potential mentors while you're in this learning
phase you should always be asking and by the way, there should never be a point at
which you stop asking because once you stop.
Asking what you're going to find is that you stop learning you stop selling as much
and you become less effective number five hold yourself accountable to activities.
This is really one of the most important ideas for new sales reps.
Is that so often I ask replacing.
What do you think you need to do on a daily basis in order to hit your sales
goal and they say.
I don't know get very clear on what are the sales activities that you need to be
doing on a daily basis in order to hit your sales numbers and focus only on them
don't get sidetracked with all of the other stuff all of the kind of like social
media center for learning about the operations.
I don't care about that.
What I care about is that you focus on your sales activities that could mean cold
calls sending sales emails sitting in and observing top-performing reps sales
training, whatever it is get.
Leon what are those activities that you need to be doing on a day-to-day basis in
order to hit your sales goal and don't do anything else if it's not going to help
you become a better salesperson, then it's not worth doing number 6.
No your weekly meeting goal.
This is really key in a Build-Off the last idea which is every new sales rep should
know exactly how many meetings they should be conducting sales meetings.
They should be conducting on a weekly basis.
And once you know your number that is the only number that matters because.
You are focused exactly on hitting that number of meetings per week.
Let's say your goal is to set five meetings every single week.
That's all that matters is that you set those five meetings and it's not a goal.
It's an objective.
If you don't set that number of meetings by Friday afternoon, you know, what you
hang around the office Friday afternoon Friday evening until you hit that meeting
goal.
You absolutely must be committed to hitting that meeting goal.
And if you're not you're not going to make it you need to be totally committed to
hitting or exceeding that goal every.
Single week and if you're finding that you're consistently below it, you've got
to raise the level of activity in order to hit that meeting goal.
That's all that matters is that you're getting those meetings and you know, what?
Yeah.
Are you going to mess up some of those meetings sure are things going to go
wrong?
Yes.
Are they going to be stressful and annoying sometimes?
Yes, but you're going to learn you're going to get better.
And if you keep up that pace you are going to hit your sales goals number seven.
Don't play by the rules.
You know, it's funny because.
Miss Lee a video like this.
I'm laying out the tips and some people might construe them as rules, but they're
really not they're just best practices of what top performers do when they just
absolutely crush it in a new sales role.
But on the other hand you have all of these other average performers that think
that there are these certain level of.
Was that they need to follow which is I'm only going to call on the low-level
prospects or oh I'm not ready to be in front of a prospect yet.
All that stuff is crap.
Don't play by the rules be aggressive get out there get in front of prospects.
Try to make a cold call to the CEO of a big company who cares if you get through
to them awesome.
And by the way, even if you got through to them and you screwed it up and they told
you that you were the dumbest most annoying human being they've ever heard
from.
Giving they're going to remember who you are three weeks from now.
No, of course not they're not going to remember.
So none of this stuff is permanent.
You could always be willing to push the envelope be willing to break rules and
ultimately it willing to make mistakes.
It doesn't matter and ultimately if you were willing to make those mistakes you
are going to hit such higher sales numbers than just the average rep number eight
learn study read refine.
This is a key process to actually growing a.
A salesperson you need to be willing to learn a process that means observing
people that means reading books.
That means following sales training programs be really a student if you're not
going to be embedded with maybe you weren't a great student in high school.
Who cares what matters is that you are going to be a student now because you care
because if you are killing it you're making a lot of money and so there's a lot
of motivation to get really good to study.
Craft be willing to read books understand processes read what other people are
doing.
Watch what other people are doing top performers not everyone in your office
just top performers people that are killing it and then ultimately refine what
you're doing go out and implement it and then refine it come back and refine just
identify.
Okay this went well.
This didn't go well and refine but be constantly growing be willing to learn
study.
Read and then refine number 9s W cubed n Yes.
You heard me right SW cubed n now, you're thinking math.
Well kind of as W cubed n stands for some will some won't so what next SW cubed n?
Some will some won't so what next as a new rap you've got to be willing to mess
things up.
I mean you probably this point are catching a theme in this video, which is
that it doesn't matter if you piss someone off and they kick you out of their office.
So what.
Next move on tell someone about it.
It's probably a funny story move on learn from it and grow I remember the first time
that I got kicked out of a prospects office.
It was the president of a credit union local to where I grew up in this the town
of Easton, Massachusetts and I met with him and I just completely butchered the
conversation but I kept pushing him and it finally got to the point where he said,
you know what you've got to leave and.
I was completely floored.
I didn't expect it.
But you know what?
It was a hilarious story that I told people back at the office after that.
I thought well, I've been kicked out of an office now once can't get worse than this,
right.
It doesn't matter some will some won't so what next be willing to screw things up be
willing to scrape your elbows bump your knees break fingernails.
It doesn't matter just constantly be learning and growing and moving on to the
next thing.
So there are the nine tips for new salespeople to get up to speed fast.
And if you enjoyed this video then I have an awesome free training on the
data-driven approach to help you crush your sales goals just.
Right here to get registered instantly.
Seriously.
Just click right here.
This is an in-depth training that will help you close more sales at higher prices
all while generating more meetings.
Also, if you got some value, please like this video Below on YouTube and be sure to
subscribe to my YouTube channel by clicking my face right about here to get
access to a new video just like this one each.