What I’ve noticed is the average sales people at least in my industry. I can only speak to that is they are not a team player is the best way for me to describe it. I think that the average rep thinks that they are a lone wolf. They can do it all on their own and that they don’t want anybody to take their glory whether that because they got credit for the sale or whatever it is. But I think that to me is what the definition of average is and I’ve seen it specifically on performance. So you know we’ve got many many reps and that’s always what I see is they feel like they can do it all on their own verses. Even though I guess I wouldn’t call it mentorship but being a team player at least in most many sales organizations today you you have to be a team player and you have to be great at it. To really get the largest accounts and largest deals to come together and finally be done and that that team player mentality is what makes you win and then you and your whole team win. And the numbers reflect that.
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Top 3 things
Being battle ready
Selling can be more than just what it is. People to people.
What we’re really doing in sales is engaging with people
I would seek out more in-person mentors
Describes his $13M+ sales results last year
The biggest challenge is all mental
Individual contributors don’t have control and how to deal with it
“People are very optimistic on Fridays and they’re willing to commit to me on Fridays”
The sales books that have most impacted Paul in his sales career
Books as mentors and reading business books in addition to books on sales
Using business books to prospect new business
Paul’s experience working with a business coach from the Tony Robbins organization
How top performers really win
Top sellers have the same struggles as everyone else
Focus on becoming an expert at what you’re doing
What does it really take to get to #1?
3 point 7 day challenge