“All of us are going to have different volumes of those, depending on what segment you’re in, what industry you’re in, where you’re at in your career, and the position that you hold. But really, what we actually do is make those connections, make those calls.” – Briana Stimmler in today’s Tip 1485
What do you actually do in sales?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. For today’s tip I pulled a clip from Briana Stimmler’s Sales Success Summit Presentation on Maintaining Your Momentum and Staying Motivated. Give a listen to this:
Briana Stimmler: What do we do in sales? It’s communication. We’re still making calls. We use Teams, we use Zoom, we use Webex, whatever it is that you have to use to be able to call customers. It might not physically be a phone anymore, but we’re still dialing out. We’re still having to make calls to make those connections. Now, all of us are going to have different volumes of those, depending on what segment you’re in, what industry you’re in, where you’re at in your career, and the position that you hold. But really, what we actually do is make those connections, make those calls.
This one made me giggle. This one was good. So, Brianna, by the numbers. So I’ve been dealing with a lot of imposter syndrome. Shocking, right? Being in front of all of you here. A lot of my reflection has been around, Why am I up here instead of any of you? Why am I the one? And I think that this probably has a lot to do with it. So over those three fiscal years that I was in the top unmanaged team, I was able to grow my attainment by 288 % over the three years.
Thank you. Thank you. Yeah. So I closed $5.4 million. And these are across targets, right? Every year is a different bucket. So this is just taking the net new business. I was only compensated on net new business to the company. So 5.4 million was in FY 20, was able to jump that to 11 million in FY 21. And I just finished July because it’s July to June. So June 30th of this last year was 21 million is what I was able to bring for net new business. The 278 % are the ratio to target or revenue to target.
Two of my buckets, my attainment has maxes. We have caps. And I was able to attain more than 500 % in two of my four buckets. So it’s been crazy. And to Luke’s, Luke made the comment about when I talked to my podcast. So my accounts, right? People ask a lot where I was. So I was within… Microsoft’s calling it now SMC scale, which is the SMB or growth accounts. So I had a thousand customers that I was assigned to within our programming. So my name was tied to a thousand accounts that I was then responsible for every single net new purchase that they would make, and all of the leads and interactions and marketing material that came from that.
So a lot of it was delineating what was important, who you wanted to work with. I joke that I make all the time, my coworkers is who was the most responsive? That’s the best customer, my opinion. Who responded to me? Who is a project? Who needs help? That’s the best one when you’re in that high level of customer interaction. So I was typically working with about 120 to 140 customer accounts at any given time with anywhere from 250 to 280 opportunities, active opportunities that I was working on. I know, a lot of gasps. So a lot of it came down to process. Processes that I built, customers that they were doing it on their own, or customers that you can cross-sell and upsell. It’s the best thing that you can do if you have more than one product. If you can have one conversation and have six opportunities come from that and then get paid on all six, cha-ching. That is the dream.
I had one customer and I actually started crying when I had to say goodbye to them when I took this new role because we’ve been working together for three and a half years. We’ve had a three-week cadence for 45 minutes. Every three weeks, we have a 45-minute cadence. And I have 17 opportunities that I’ve created with that account over the last three and a half years. So one, they’ve made me a lot of money. But two, we just had a great relationship. The CIO wrote the nicest email about me to my manager. If you do follow me on LinkedIn or see, he just sent me a care package in the mail, sent me the nicest, and wrote the nicest handwritten card about the relationship that we had built. And those are the things I think that really make a difference and what can project you and keep you moving within a sales career.
Scott Ingram: We actually just released the full audio from this presentation over on the Sales Success Stories podcast, so you can either jump over there for more or click over to DailySales.Tips/1485 for all the links. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!