I would say for me the biggest challenge is all mental. So I think we talked about this a little bit before and communicated on it. But for me it’s you know depending on the company. But I think all of our companies now year by year seems to be become very dynamic. And what I mean by that is things are constantly changing around what’s required not only to your number and max your comp but what’s required in the marketplace to make it a success. And so mentally really every year that you get a curveball thrown at you whether that’s an internal curveball because they change the comp or what they want you to focus on or what they feel that the company needs. To how are you going to position that in the market place those things that mental toughness and consistently overcoming that and being able to adapt and execute around it. That to me is the biggest challenge in sales and continues to be so, the days I forget it. I think I feel like it wasn’t as productive as it could have been and the days I keep that in my mind and I know that I’ve overcome these things before so don’t get overwhelmed by whether it be the minusha or the CRM requests or the proposal items that need to happen but really just know that you want to fight through that every day and make sure that your mental state is where you know it needs to be optimal.
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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
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
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