Do you have the right MINDSET for Sales?

I was watching the show BILLIONS (Showtime / cable) last night when something during the episode got me so fired up – I COULD. NOT. WAIT. to hit the phones Monday morning.
The show is loosely based on a real world prosecutor going after a hedge fund manager – but here’s what happened in the show last night that truly MOTIVATED me for MONDAY…
The main character was in jeopardy of missing his numbers and only had a few days left to pull a rabbit out of the hat.
Now if a hedge fund manager doesn’t hit their mark, sure, they could take a dip for a bit but at the end of the day, he/she would still be a billionaire. And in worse case scenario, would still be a multi-multi millionaire.
Yet, the thought of missing quota was simply unacceptable to him and the single-minded focus on doing everything he could to make sure he hit his number along with his resolve to overcome challenges that crept up while trying to do so was awe-inspiring.
Now, maybe you’re saying, “this is a TV series. It’s not real life” – and if that is your view, you would be DEAD WRONG.
Even though it’s a TV series, as a straight commissioned sales rep myself (I’ve been straight commission for over 20 years now) I was really able to relate to the emotions, the conviction that the actor portrayed in making sure he hit his numbers.

The Big Question:

And so, my question to you is, what’s your conviction?
If quota is missed, is it an “oh well” and hope for the best next month or quarter?
If you’re a CRO (Chief Revenue Officer) who is responsible for helping your team meet company revenue expectations, is it a “browbeating” time or are you willing to dive in, find out why the team is struggling and make the changes / get the help they need to improve their odds?
My whole point of writing this article is this:
If you are not 100% committed to hitting your numbers, why are you in this game?
If repeatedly missing quota is acceptable, how will the company grow? How will your employees prosper?
Many of you may know that I have a daughter that plays competitive ice hockey. One thing I’ve learned through the years being rink side is that winning is habit forming. And the same is true for losing.
Which habit do you want to form?
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.

OUTBOUND B2B SALES WORKSHOPS

How to successfully sell by phone, email & LinkedIn – Live Online Sessions from Michael Pedone
CLASS SIZE IS LIMITED TO 100
Register Now for Our Next 8-Week Phone Skills Improvement Program!

• Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
• Learn a step-by-step process for Cold Calling and Warm Calling
• Neutralize Gatekeepers & Get Voicemails Returned
• Ask Engaging Questions Instead of Probing
• Improve your Qualifying Skills
• Learn more effective Sales Questions to ask (and ones to avoid)
• Give Stellar Presentations & Handle Objections
• Close Follow-up Calls and Get Targeted Referrals
• How to Set & Achieve Your Toughest Sales Goals
• Improve Your Time Management Skills

Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone
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