Robbie Siegel — Relationships, Routines, Challenges, Changes
It’s all comes back to increasing selling time!
Robbie Siegel works in the medical device space with Medline Industries, a manufacturer and distributor of medical products in Las Vegas. He was named the corporate account sales rep of the year, one of about 150, and one of only two reps in the company who sold over $6 million last year. In this episode, Robbie joins Scott to talk about building relationships and routines, tackling challenges, and making changes. Tune in to find out what you can do to increase your selling time, and become a star like Robbie!
Shareable Clips & Quotes:
“First and foremost, the hard work — there’s nothing that you can substitute that for.”
On self reflection and analysis
From VP of Sales to #1 individual contributor: The single biggest factor is developing relationships
How Robbie makes his family the priority while still producing the best sales result in the company
Habits and Rituals: “The Power of Full Engagement” by Tony Schwartz
“I know that if I’m better in that part of my live. I’ll be better for all of my customers”
Do what’s best for the customer – you might lose some battles, but you’ll win the war
Robbie on the lost art of closing
Key Takeaways:
[:28] Scott introduces his guest for this episode — Robbie Siegel.
[:50] What were the top three things that allowed Robbie to get to the top and absolutely crush it last year?
[3:31] What are some activities that Robbie engages in to drive his results, that aren’t directly sales activities?
[4:44] How much of Robbie’s week or day is taken up by prospecting and doing follow-ups? Robbie delves further into his activities.
[6:35] What are some things that Robbie does to maintain and enhance his positive attitude?
[7:47] How formative was Robbie’s early experience of being exposed to challenges in life when it comes to his drive and attitude in life now?
[8:42] What is Robbie’s process for self-reflection and analysis?
[10:30] Robbie shares a recent example of using his process of self-reflection and analysis to free up selling time.
[12:19] Robbie spent years in sales leadership roles before coming back to an individual contributor position. What led to that decision?
[14:11] What is Robbie’s role? He provides some background into the industry of medical device sales.
[15:20] Robbie talks about the territory development process. How did he build it up so quickly from nothing?
[17:28] Robbie’s quick success was a result of developing relationships.
[18:23] How does Robbie start, develop, maintain, and grow his relationships over time?
[20:08] What are the particular criteria that Robbie looks for, when he decides who to build relationships with?
[20:50] Robbie started off as a high school teacher and a coach. How did he get into sales?
[24:59] Would Robbie have made some different decisions in his sales career, knowing what he does today?
[26:50] What is Robbie’s favorite sales story?
[30:23] What has been the hardest part that Robbie has had to work through in his sales career?
[32:46] Robbie is both a morning person and a night owl — he doesn’t sleep!
[34:20] What does Robbie’s morning look like? How does he structure his time?
[35:39] Robbie made a comment on LinkedIn about eating three frogs before opening an email. He explains what he means!
[37:33] What is Robbie’s evening process? When does he work out?
[41:02] What are some habits and routines that Robbie has built into his day that have become a part of him?
[43:43] What does Robbie’s information diet look like?
[45:23] Check out Scott’s Sales Success Community! Text top1 to 444999 to get an invite to the Sales Success Community, for access to some great resources!
[45:37] What are some apps or technologies that Robbie uses?
[49:20] When Robbie is engaged in his self-reflection and analysis process, does he keep track of the things he needs to address during his monthly session?
[52:54] Is there a particular sales philosophy that Robbie subscribes to?
[56:29] Robbie reveals some of his favorite sales questions and concepts, to help guide conversations with his customers.
[1:01:28] What is something that Robbie believes, that the average salesperson would think is crazy?
[1:03:13] Robbie has some advice for people just starting out on their sales career.
[1:05:33] What advice does Robbie have for people who are looking to reach the next level of their sales careers?
[1:07:34] Robbie wants to know how other top sellers are organizing their time, and develop successful routines.
[1:10:13] Who is the most successful salesperson Robbie knows personally?
[1:11:55] What motivates Robbie?
[1:12:27] Robbie challenges you to write down and analyze the things that are impacting your attitude or eating up your time, so that you can add it to your selling time.
Mentioned in This Episode:
Top1.fm
Robbie Siegel on LinkedIn
The Power of Full Engagement, by James E. Loehr and Tony Schwartz
Colin Nanka’s Blog
TurboScan on iTunes
Evercontact
Getting Things Done, by David Allen