“It’s not about being at the top of the game at that point. It’s about they just love what they do every day.” – Luke Floyd in today’s Tip 1170
Do you manage yourself like a top-tier performer?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got another clip from my rather epic conversation with Luke Floyd, the #1 AE at Deel. Here it is:
Luke Floyd: I’m in a growth mindset. I know that if I’m doing my job at a high caliber that the results will take care of themselves. Whereas I think a lot of folks are in a scarcity mindset. I have to hold on to every deal. I have to keep it in SalesForce. I might be able to win it, and you might but that might also might cost you a lot more, too, right? So less is more.
Number two, sales leadership. That’s basically the fundamental, I think, flaw in modern selling is that nobody is leading anybody, which is ultimately why buyers have had to step up and lead themselves with procurement departments that basically block out sellers fundamentally. And so I think if more salespeople were leaders themselves, they wouldn’t be doing a lot of the sales behavior and they wouldn’t be wasting their time or the buyer’s time because they would just be upfront and honest with themselves about it. There aren’t good or bad leaders. There are only effective and ineffective leaders. Right? So if something’s not happening, then you’re just ineffective. You got to change. So that’s something I believe in sales leadership.
And finally, I think individual contributors, if you’re in this game long term, you should manage yourself like other top-tier performers in other industries. I’ve heard this theme a couple of times. Obviously, Brandon talks about it a lot with sleep and mental prep. But like I said, I invest in a meal prep service for us so that I don’t have to spend those hours on the weekend. And I can spend those hours on the weekend relaxing, getting my head right so that I’m able to roll into these hard conversations I have to navigate every day. Similarly, I have a sales coach shout out to Meg Menshek. She’s worked for me for the past quarter and it’s been great. It was out of pocket, Deel that didn’t cover it. Same thing with the sales success on it. I paid my own ticket to go to that this fall. Deel didn’t cover it. So I am no different than I have a hobby on the side of building banjos, and I’m not particularly good at it. But I can see how good some luther people that built instruments are at what they do. It is just next level at what they do and the way they manage themselves and their craft so that they love their process every day so they can be at the top of their game. It’s not about being at the top of the game at that point. It’s about they just love what they do every day. Right. If we manage ourselves more like that I think that top-tier performance would come easier.
Scott Ingram: For a link to this full interview on the Sales Success Stories podcast (it’s episode 140) and to connect with Luke. Just click over to DailySales.Tips/1170. Oh, we’ll include a link to the Sales Success Summit there as well. Once you’ve checked that out, be sure to come right back for another great sales tip. Thanks for listening!