Sales Tactics: How to Exceed Your Sales Quota by Building The RIGHT Relationships
Before I dive into how I get my teams to hit their sales quota, I figured I should share a little bit of my backstory so you know that I know what I’m talking about. I will never tell you who I am, but I will tell you what I’ve done.
Hit Your Sales Quota through Leadership.
I started my career as a product manager and product marketer and then migrated into enterprise sales, where I eventually became a leader of salespeople – a VP of Sales, a Chief Revenue Officer, then a leader of companies… a CEO. Like your average hustler, I’ve done a lot of jobs.
Last week, I was paddle boarding and got an invitation from SlideShop to write this column addressing real questions – providing strong opinions loosely held – about how I’ve raised nearly $100M in debt, private and venture capital; closed tens of millions in deals and live in a state of selling… and closing… and failing… and closing… and pursuing … and closing. I said yes because they agreed to occasionally give me free templates and an Amazon gift card. The point is, I said YES!
Are you interested in reach several hundred thousand professionals around the world with some of your content? Email us at [email protected] and we’ll get the ball rolling.
Make Your Prospects to Fall in Love with You.
One of the best sales books ever written is actually about dating – The Game: Penetrating the Secret Society of Pickup Artists – slightly inappropriate but super fun. This book teaches you to (with great artistry) manipulate others into dating and falling in love with you. How does this apply to sales? Keep reading. Neill Strauss, the author of The Game, talks about his journey from AFC (average frustrated chump) to PUA (pick-up artist) to PUG (pick-up guru.)
Progression MUST exist for salespeople.
Invest the Right Time in the Right Salespeople.
As a sales leader, I need to be strategic and responsible with how I spend my time coaching and mentoring my team. Do I invest in the AFC who doesn’t care to listen and won’t improve even if he does? Do I invest in the PUA who is on the right path and wants to do better, but just needs a little direction and guidance? Or do I spend my time working with the PUG, the rockstar who already hit her quota? If you said PUA, you’d be correct.
Invest your time in the project and sales rep that has the most potential to make the most significant improvements. You already know this. It’s all about ROI.
Your job is to ensure your sales team hits their sales quota. How you spend your time matters a great deal when there’s only one of you and there are 10 days left in the quarter and you’re behind on your sales quota.
The Greatest Loss in the Sales Process is NOT the Deal.
As you’re engaging with your sales team, think about how you want them to spend their time.
If you’re chasing a prospect, you’re losing your ability to be consultative.
Why? Because something has broken down in the buying process (yes… buying, not selling) and rather than gaining insight or asking better questions, you chase. In the book, The Game, Neil Strauss recommends a replace, don’t chase principle. Sure, but that approach really only works at the beginning of the quarter. You want my opinion?
The greatest loss in the sales process is not the deal, it’s the trust.
It’s the customer who stops believing that you have their best interest in mind – then it becomes a battle, a game, a match… WAR.
Instead—you get permission to chase. You add value at every interaction. You teach the customer or prospect that the reunion, the coming together… feels so good. Celebrate when they call you back. Reward behavior you want to perpetuate. During their pursuit of you, ask the customer how much chasing is too much and if you’re doing the most, have them tell you when you tend to “go cold.”
Relationships are not a game.
What they teach us about selling is that some level of pursuit is desired – too much is annoying, more is abuse, and even more is hostile and dangerous. Think about that before you chase.
Spend More Energy Qualifying and Growing the Top of the Funnel.
Expand the top of the funnel by at least 5X.
If you find yourself chasing it’s either that your top of the funnel and pipeline are too small, OR, and this is a pain, your closing percentage may be too small; in that case, it’s a skill issue.
In the meantime, reward your prospects for showing up to meetings, getting the information you need to exceed their expectations, calling you back, returning emails in a timely manner, telling you what they need. Get after it.
People will forget what you said, forget what you did; but never forget how you made them feel. – Maya Angelou
My next piece will be more serious. Wait for it… it’s about the art and science of the fast-no. It’s a two-part series. Brace yourself.
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