Trey Simonton – Consistency is the Key to Success
To be a top performer, it’s not about being #1, it’s about being consistently high-performing.
Trey Simonton is the top Global Accounts Director at Bazaarvoice, a company that powers the ratings and reviews for a large portion of the world’s largest brands and retailers. Trey has never been the #1 rep at his company but is recognized as a top performer because of his level of consistency in producing about 140-160% of quota year over year. In this episode, he highlights his techniques and strategies that have allowed him to achieve that consistent level of success and shares how you can too! Tune in to find out more!
This is the first part of a two-part interview. Get access to the second part by downloading the Sales Success Stories app on your iPhone or Android device, or by joining the Sales Success Community (join the mailing list for an invitation).
Shareable Clips & Quotes:
“Set your goals significantly higher than your quota”
Business Development vs. Sales
Find mentors and learn proven processes and strategies
A Sales Success Story: Coming from behind in a losing RFP situation
“One of the greatest things you can do… start mentoring some of the younger sales people around you”
The benefits of being a sales mentor
It always comes back to the basics – Sales is math
“Time is a finite asset” – Starting the day early
The wisdom that comes from a sales process like MEDPIC
Storytelling – Give to get
Travel and taking a long-term approach to territory planning
Preparing for the sales week on Sunday. Getting excited about the week
Territory planning, Building enough pipeline and the “Deal Horizon Spreadsheet”
“My pipeline needs are 4x… It’s just math”
“Find a mentor. Somebody that can hold you accountable”
“What can I do better? What are the processes, the routines?”
The top 3 sales professionals Trey has experienced and their lessons
HTDWD – How The Deal Was Done
[:25] Scott introduces his guest for this episode — Trey Simonton.
[1:59] What are the top three things that have allowed Trey to get to and stay at the top?
[3:06] How did he get to the top?
[4:24] What is Bazaarvoice?
[5:09] Trey quantifies his results at Bazaarvoice.
[6:14] How did Trey get into sales in the beginning?
[8:46] How is the business development role different from a direct sales role?
[10:40] If Trey were starting over again today, what is something he would have done differently?
[12:10] Trey shares his favorite sales story from his experiences and what he learned from that.
[15:56] What is Trey most proud of from an accomplishment perspective?
[16:52] How does Trey get himself into the mentoring position? What are his thoughts on mentorship and the best mentoring relationships?
[22:48] What has been the biggest, most impactful failure in Trey’s career?
[24:11] Trey used to be more of a night owl but has changed into a morning person after having kids. What does his morning routine look like?
[28:10] What is Trey’s process?
[31:10] How does Trey organize his calls and conversations? What is the preparation that goes into that?
[34:01] What is Trey’s follow-up to a good lead?
[35:12] How does Trey manage travel for work with his schedule? What is his process for staying organized, and managing his time on the road?
[42:02] What are some of Trey’s other core routines and habits?
[44:25] What does Trey’s information diet look like? What are some tools and apps he uses?
[47:45] Trey dives into his territory planning, goal-setting, and how he goes about his process to achieve consistent success, year-round.
[51:46] How does Trey leverage the resources he has around him? What is his approach to work with SDRs in a divide-and-conquer system?
[55:33] Trey and Scott discuss his superpower of understanding and tapping into other people’s motivations to create natural alignment.
[57:40] How does Trey go back to the basics and hold himself accountable?
[1:00:03] What motivates Trey in the long-term to take him through the year?
[1:02:19] What advice does Trey have for someone who is starting out on their sales career today?
[1:06:36] Who is the best salesperson Trey has come across?
[1:10:02] What is “how the deal was done”?
[1:12:13] What is something Trey would like to know from other top sellers?
[1:13:06] Trey challenges you to take some time to analyze yourself, set your goals at 150-200% of quota, and do the math of what it takes to achieve that goal.
[1:15:00] Get access to the second part of Trey’s interview by signing up for the Sales Success Community or downloading the Sales Success Stories app.
[1:15:29] The Sales Success Summit is coming up in May — do book your place soon!
Mentioned in This Episode:
Trey Simonton on LinkedIn
Enterprise Sales Forum
Sales Success Stories App for iOS
Sales Success Stories App for Android
Sales Success Stories Podcast “Episode 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results by Taking a Scientific Approach with a Strong Sales Methodology”
Sales Success Summit (Referral Code: SSS)
Sales Success Stories Podcast Episode: “Sales Success Summit 2018”