I had not grown. I would call it for a couple years and I didn’t realize it. I just had allowed it to happen without really paying attention and I think that’s you know probably can happen to anybody. And so if you get to that point you know the really the thought is and I’m sure people that have been around you kind of always have this push and pull of you know hey is it time to go into leadership. You know I’ve been an individual contributor role for a long time I’m well respected in that role. It’s not like I can’t go into leadership but is that what I need to push myself to the next level. And what I really thought was you know I just I it was back to that mentor piece where I could start searching out mentors and really find if that’s the right way. But as I was looking at that you know I decided that for me just to jumpstart the scenario I decided to look for a coach. And so I ultimately found that I ended up hiring. And there’s probably many of these. But just because his CDs helped me in the beginning of my sales career I found out that the Tony Robbins organization has coaches and so I set up an interview and an ex executive from the Hyatt Corporation had become an executive coach and so I talked with him and kind of interviewed him he interviewed me and decided that I liked the interaction and that I wanted to engage him for to be my coach so that’s been going on for about a year and a half now and I’ve really enjoyed it. And the reason I enjoy it most personally is because I think you can find it other ways by the way. But that’s why I encouraged it in the beginning of this conversation is you get you’re not getting just pure industry perspective so an example is I could have got an executive from Cintas to be my coach. But there’s always going to be a slant towards something. And so this independent review has really helped me because I’m just like everybody else. You go through your ups and downs and and you really get to talk through it with somebody and they get to either call you on your B.S. or say you know hey you know you might want to look at it this way. And I’ve really found high value in those engaging conversations where my perspective my mindset back to that that portion has been twisted in many cases because I’m too involved or too emotionally hijacked by this particular scenario. So I talked with my coach.
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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
The average sales person’s gap
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