Clip from Episode 35: Trey Simonton, Global Accounts Director at Bazaarvoice:
One of the things that I have found is you have to take the opportunity to set your goals significantly higher than your quota. All too often sales reps get very focused on their quota. And my number one recommendation is Set Your Goals 150 to 200 percent of your quota and build up your pipeline goals your daily and weekly activity surrounding achieving those very high lofty personal goals. Even if you come up short. You’re well above what the company is expecting out of you. And then finally believe in the process. Believe in those goals that you’ve set on a weekly or daily basis. If you set them high you’re going to be successful.
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More clips from Episode 35: Trey Simonton, Global Accounts Director at Bazaarvoice:
“Set your goals significantly higher than your quota”
Business Development vs. Sales
Find mentors and learn proven processes and strategies
A Sales Success Story: Coming from behind in a losing RFP situation
“One of the greatest things you can do… start mentoring some of the younger sales people around you”
The benefits of being a sales mentor
It always comes back to the basics – Sales is math
“Time is a finite asset” – Starting the day early
The wisdom that comes from a sales process like MEDPIC
Storytelling – Give to get
Travel and taking a long-term approach to territory planning
Preparing for the sales week on Sunday. Getting excited about the week
Territory planning, Building enough pipeline and the “Deal Horizon Spreadsheet”
“My pipeline needs are 4x… It’s just math”
“Find a mentor. Somebody that can hold you accountable”
“What can I do better? What are the processes, the routines?”
The top 3 sales professionals Trey has experienced and their lessons
HTDWD – How The Deal Was Done