“In sales, there are many things outside of our control. We can still understand, predict and influence those things to increase our chances of success.” – Luke Floyd in today’s Tip 1227
Do you take ownership in sales?
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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 from another Sales Success Stories star in Luke Floyd. Luke is the top Account Executive at Deel out of Atlanta. Here he is:
Luke Floyd: Getting tactical about ownership. Ownership is a popular phrase these days, but many people confuse ownership with control. And in sales, there are many things outside of our control. We can, however, still understand, predict and influence those things to increase our chances of success. And you should strive to demonstrate ownership as a seller because it’s your commission on the line.
Here are three immediate value exercises for enacting ownership across your sales process.
One. Start by breaking it down. To understand and own your work in the sales process, you have to write it out step by step until every different motion is accounted for. This is not your CRM stages, I promise you. Once complete, you’ll understand from your side at least what needs to happen for any given prospect at any given point in the cycle to move them towards closing. Additionally, listing out each step can also help you template and automate as much of the work as possible. For example, I did this exercise and found ways to save time in my pre-call research and postal follow-up work, as well as improve the quality of those.
Second. Sell internally. Now that our process is defined, who else influences or controls steps within the sales process that we ultimately own. Make a list of your own internal organization as though they were a prospect and you’re mapping the account because half of your job is selling internally on them to collaborate with you. So pick one person involved in your sale and book time for coffee with them to intentionally connect with them as another human to understand their perspective, goals, and motivations. Take notes and find one action item from the meeting where you can add value to them later. Might be connecting them with an interesting Instagram page from a hobby they mentioned, or maybe recognition as a motivator for them, so you ensure they are shouted out in the next win. Finally, if you dedicate 15 to 30 minutes a week to this internal champion building, you will be able to exert better influence over a process that’s outside of your control.
Three. Get feedback. This is difficult. It requires thick skin, but ask your colleagues, both peers, and senior, on areas where you can improve. Remember, though, this isn’t about personal ego, because at the end of the day, ownership in sales is simply are you going to make more commission or not. Whether it’s you getting the results or somebody else getting the results because you help them. At the end of the day, as long as the thing gets sold and you get paid, that’s what matters.
Scott Ingram: For links to connect with Luke, to grab a few $SALES coins, and for his full interview episode, just click over to DailySales.Tips/1227. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!