“You Are Just A Number” - A wake-up call for salespeople
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- Опубликовано: 9 июн 2024
- Instead of stressing about missing your quota due to a lack of pipeline
Why not pick up the phone right now to solve it
Instead of just hoping to get promoted to the team you really want to join next
Why not set up time with the leader who can influence your career
Instead of worrying about whether you'll ask the right discovery questions and appear knowledgeable
Why not spend 15 minutes researching before your meeting
Proactive daily urgency is greater than reactive passive assumptions.
#sales
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Would you agree with me if I said that salespeople are just a number?
Imagine this situation..
You absolutely love the work you are doing
You are well liked internally
You have been grinding in your AE position for 18 months
You are 80% of the way to hitting your promotion target to senior account executive
You go your boss and asking for the promotion only for them to tell you that you did not hit the agreed upon number you need to hit to promote
You feel discouraged
The next day a private equity company buys your company and fires 10% of the workforce, you are part of the unlucky bunch who got cut
I describe this scenario in detail because this is the reality of sales
That you control your destiny entirely by your performance, anything less than hitting your quota is not good enough
You may have the worst territory, you have never get inbounds, you may have no resources or support
There are no excuses, no explanations, just production
“Your actions speak so loudly, I can not hear what you are saying”
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The beautiful thing about sales is that the result is binary, either you hit quota or you don’t hit quota.
If you hit quota, you are celebrated
If you don’t hit quota, you are at risk of losing your job.
I hit my quota in my first 6 for 6 quarters as an account executive, thought I was the greatest.
And then all of a sudden I missed my quota.
All of the past success did not matter anymore because all that counts is WHAT HAVE YOU DONE FOR ME RECENTLY.
The lesson here is that you are valued in proportion to your contributions.
As soon as your production falters, there is a course correction that must be done.
You get put on a performance plan and depart 90 days later
Or you decide to do whatever it takes to win
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I started my career in software sales without any connections or experience at a leading software company, and it changed my life. I started out making $50,000/yr as a sales development rep, and in under 4 years by the age of 26, I was promoted 6 times, made +60,000 cold calls, and earned $302,000 as a senior account executive.
I've created over 1,000 RUclips videos helping teach more people about tech sales as I'm on a mission to instill my years of industry expertise into others, allowing this amazing career to change their lives just like it changed mine.
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Disclaimer: This account serves my personal purpose to establish effective social interaction with professionals throughout the industry, all my statements are purely based on my personal experience and not indicating any individual, or team. All my words can be true, and they can be biased, please have your own judgment.
Instead of stressing about missing your quota due to a lack of pipeline
Why not pick up the phone right now to solve it
Instead of just hoping to get promoted to the team you really want to join next
Why not set up time with the leader who can influence your career
Instead of worrying about whether you'll ask the right discovery questions and appear knowledgeable
Why not spend 15 minutes researching before your meeting
Proactive daily urgency > reactive passive assumptions
Sales is a "Performance Based" role! Your only as good as your last sale.
That's why sales get paid the big bucks
Great sales people are needed by the company for profits to survive, great sales people are more than a number.
People who can be replaced are just a number.
I worked at a company as a key person, they needed me and they knew it, I was definitely more than a number.
Everyone is replacement my friend, even the CEO. Embrace reality
@@TrentDressel The entire Set of humans on planet earth is replaced every 90ish years.
Doenst mean they arent important or just a number.
@@marojaso843 That is true, but in the context of sales job, the performance is what matters
@tracystamatakis Belive me... You were just a number! Want to know why?
Because you helped grow their company, yet saw a pittence in return. Today, they no longer pay you. But I bet they still benefit from the clients you bought in long ago!
@@FormerCityFinancier you are completely right, I absolutely agree with you. Corporations do not care about you, they use you up and spit you out.
You are exactly right, there is no residual income from your old company, even though you may have greatly helped them financially.
Everybody in a company is only a number. Salespeople are just easier to measure than let's say, software developers or HR people. Business is a combat sport. It's all about getting results and it is an ego-driven environment. Better to embrace it than to deny reality.
It’s honestly so good to see you back in the game Trent, maybe a video on how you’re going to ramp up asap?
I appreciate it - I plan to make this vid - starting next Monday 👍
I needed this trent
gotchu 🤝
I needed to hear this. I am a week in, new to this whole thing. I keep getting rejected and feeling down!!! Working on other things than making phone calls. Need to just put in the volume
go get it
Hey bro you gave me a lot of motivation as i am just starting a company with a lot of rejection i have a great feeling for today Friday i am gonna set them all its just crazy all the appointments i have gotten and no sales thanks i raally feel inspired to make this work i am disabled and need to make money at home
The timing of this video is insane. Saw some sales folks get let go today. If you're not developing relationships, getting new clients, and producing numbers -- then unfortunately, you are at risk. I feel like that's just the reality of sales.
yes that's right
sales person is just an example to be made for the rest of the team.
failure you're made an example of by being fired
success you're celebrated to be made an example of
sales teams are all about motivation. how to motivate people to sell a product that's not their own.
competition creates a lot of that motivation. like the hunger games.
I think the hunger games is a zero sum game whereas every sales person can be successful
Current company is seeing a downward slide of revenue. So far 5 months straight of 1mill plus in missed acv and 78 percent or less of company quota.
Sounds like you are controlling what you can control
A friend of mine sells Japanese manufactured x-ray machines in healthcare. His territory is the state of Florida. He was just informed that they want him to train a new sales rep and split the territory. He seemed confident and optimistic about it. I thought it was a red flag but didn't say anything. I could be wrong but I wouldn't like that myself.
Yeah that's kinda a tough break for him
Hey Trent, best of luck with your new job. In your previous cold calling videos what is the dialed you are using and CRM. I am looking to start my own business and would like to utilize it.
apollo, and no CRM
Agreed
I actually dont and wont work for a company who has quotas. The company I am at now don't care if you ever make any money. You can work when you want and as much or little as you want. That's how I prefer to roll. If I had to work on quotas, I would be way too stressed to even be able to keep up.
I can appreciate where you are coming frmo
Oh. Those who work in sales and most DEFINITELY just a line item on the balance sheet.
Salesman literally pay their own salaries, they work for free without knowing it!
Think about it. You get an OTE which is about 20% of the revenue you bring in!
Think about the amazing products that salespeople get to sell by working for a great company
The only real reason to work in corporate sales is if the person is under-skilled, and the company has a strong training and coaching system (which is a very rare thing to find). Once a person is skilled at sales, working for a corporation is risky because they can fire you at any time. Yes you are a number, that is the nature of corporate capitalism
I don't think your point is true, there are other reasons why a rep would choose to work in corporate sales other than not having skill
Where should a good sales person work if not at a big corp?
@@TheSelfMadeSuccess Fair question. There are lots of answers. Do you mind if i ask how old you are?
@@LS_Courtney mid thierties
@@TheSelfMadeSuccess Gotcha. Do you currently sell for a corporation?
I understand the point you’re making here, but this mentality should be applied to entrepreneurship not individual contributors imo.
You said it yourself even if you perform another day is never guaranteed …
If you’re someone who is hyper motivated enough to devote every decision of their life to becoming a better “corporate athlete” you’re better off starting your own business and creating a career rather than playing the role of a cog and filling the pockets of those you’ll never meet
Fair points, heard