“So just constantly being a student of those folks and then adapting that to my own style and never stopping.” – Jason Koons in today’s Tip 1194
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a clip from the latest episode on the Sales Success Story featuring Jason Koons who is the top Sales Engineer at Sweetwater of over 550 sellers. I’ve also included a clip with him talking about his results, because they’re pretty spectacular. Give a listen to this:
Jason Koons: You know to boil that down, all of it is really just mindset. I think in my case, I think probably the top three things that I could contribute it to is to constantly be in an awareness mode of your business, whether you’re at the job or not, and just always be thinking about what’s next and what’s next after what’s next. I put myself into that mode always, even when I’m just passively doing things at the gym or mowing the lawn or doing the dishes or any of those types of things. I’m not entirely sure that everybody has that discipline. Just looking around, and I feel like that’s one of the big differences.
The other thing that I’ve always subscribed to is just sprinting every single day as if it was the first day I was here. I always figured that if I was going to be anywhere away from my family, frankly, I might as well make the most of that. And then looking around at an active sales floor. I certainly wasn’t the first guy here. There were many successful folks here before I ever started back in 2000, but I always questioned if we all have the same set of tools in the same circumstances, then what makes somebody do so much better than somebody else? So just constantly being a student of those folks and then adapting that to my own style and never stopping.
And then that probably segues into the third thing, which is just being a constant student. I spend a lot of time mostly listening these days, not as much reading, but listening to books and podcasts and anything I can get my hands on that may have any sort of relevance to sales business mindset just really any of those positive life movers.
I started here in 2000 and I was 20 years old, moved away from home basically at that point. So just a kid. And the way that we would structure it back in those days is you would come in as a sales intern, which is essentially an assistant or an account coordinator that would shadow one of the successful sales engineers that was already here. We would do this for about a year, and then we would roll out on our own and start building up our own book of business. I did that in 2000. I can remember making $8.50 an hour, and in 2001 I rolled out as a sales engineer here.
Over those years, which has been about 22 years now, I’ve had year over year double-digit growth percentages with no lapse in that throughout the time. I’d say about five-ish years in. So around 2005 to 2006 I became the top sales guy here, regardless of the tenure before me. From that point, I’ve had 16 straight years or I actually calculated it as 203 direct consecutive months where I was the top producer of the company. And that actually went on from that point until I took this new role. So there have not been any lapses in any of those months and it’s been by a pretty decent margin as well. Right around half would be the next guy down, the next rung down. I earned the, I suppose, title of the top producer overall in the history of the company, throughout those years. And the last few years, we’re looking at like twelve to 13 million in business annually from my team.
Scott Ingram: For a link to my full interview with Jason in episode 142 on the Sales Success Stories podcast, just click over to DailySales.Tips/1194. You’ll also find a couple of opportunities to earn some $SALES coins if you listen through that full conversation. Once you’ve done, be sure to come back tomorrow for another great sales tip. Thanks for listening!