The Harder You Work, The Luckier You’ll Get

working hard, success, earning money, sales career,

I was working with a sales manager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half that team—and I asked him what kind of producer he was when he was selling.

“I was number one!” he answered proudly.

“And if you look at your team right now, many of whom are not at their goal, can you point to one thing you did to be number one that you don’t see in your team members?”

“That’s easy, I had a burning desire to succeed, and so I was constantly at my desk working. I had an urgency that was unmatched,” he replied.

“And what do you see as the main problem with your team right now?” I asked him.

“Simple: they don’t spend enough time making calls. They find too many other things to do instead of constantly hunting or contacting prospects or following up with clients.

“I fact,” he offered, “If they just spent more time dialing, they would all make a heck of a lot more sales and commissions,” he concluded.

I agree completely. And I see it everywhere I consult: Those reps who are the top producers are also the hardest working reps in the office. You don’t need to tell a top producer to get on the phone, or to spend less time in the breakroom. They already know that.

In fact, if you need to tell them anything, it’s to take an occasional break so they don’t burn out! (And all you managers know exactly what I’m talking about.)

I may not be popular for what I’m about to say, but sales is still a numbers game. Better numbers, sure. With social media, A.I., etc., we can qualify more in advance than simply “dialing for dollars,” but this should actually make the calls we do make even more successful!

If you’re picking up the phone and dialing…

Here are some sayings that, as a top producer, I used to live by:

“If you’re willing to do the things that most sales reps aren’t willing to do (like picking up the phone and making the most amount of calls in the office), then soon you’ll be able to enjoy the things that most sales reps will never be able to enjoy.”

Things like: Working from Hawaii—or anywhere else in the world—family vacations to the best spots on earth, retirement & savings accounts that allow you to sleep soundly at night, driving any car you want to drive, etc…

“If you want to buy something for yourself or your family, then pick up the phone and have someone else pay for it for you…”

“Sales solve everything.”

“The more calls I make, the luckier I get.” (The more buyers & sales I find.)

“Whenever I am undecided about when I should call a client or prospect back, it means I should pick up the phone right now and call them…”

“Prospecting is easy—once I follow a best practice approach and am prepared for the inevitable blow offs and objections I get—because they never change!”

“Making more sales and income is sure easier than being broke and worrying.”

“Riding on the bus sucks.” A Tribe Called Quest (still one of my favorite bands.)

“Some will, some won’t, who is NEXT?”

“If anyone else in the office can be a top producer, I can, too!”

As a top producer, I’m sure you can come up with some of your own. Email them to me; I’d love to hear them: Mike@mrinsidesales.com

If you agree that the more dials you make, the more people you will speak with and that will mean more buyers you’ll connect with, the resolve to make just 10 more dials today than you’re making right now. That is an easy goal. And look at how powerful that is:

10 more dials a day = 50 more calls in a week = 210 per month (4.2 weeks average in a month), = 2,520 more dials in a year! Hey, that’s more than some reps will make in a year total!

Just think of how much more commission you’ll earn if you just did that. What is that number worth to you?

And then double that. Triple it.

Are you getting a feeling for how you can double or triple your income this year?

The bottom line, as I like to say, is that the harder you work, the luckier you will get. The real question is: How motivated are you to earn more?

And that’s a question only you can answer.


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Metrics—Which One is Most Important?

Benchmarks, Best Practices, Cold Calling, Effectiveness, Metrics, Performance, Productivity, Sales Skills, Techniques, Tips

Feeling a little overwhelmed by all the new technology that seems to come out every month (almost every week)?

If you’re like most companies, then you’ve probably got enough technology in place to measure just about everything: talk time, conversion rates, number of demos being given, lead flow and lead placement in the funnel—top end, middle, and end stage of leads.

And now with A.I., you can automate just about everything else—including phone calls, voice mails, email campaigns, etc.

While working with a new client last week, his management team was asking me which metrics they should focus on as they begin to adopt the new best practice approach we just introduced.

Should they look at the increase in leads (or decrease because the leads will now be more qualified) or the number of opportunities?

Should they drill down on length of presentations?

How about numbers of calls? Contacts? Length of the first call?

While all things are important, my suggestion was to focus on the one metric that drives all the others: How the rep is performing while on the call.

What I stressed is to use recordings to measure how well a rep handles each part of the phone call. For example, what does your team say then they are told to “Just email me something”?

How about: “We wouldn’t be interested right now?”

How well does your sales team respond to the objection given at the end of the demo: “Can you send me those slides and let me share this with a colleague?”

Measuring your team’s response to these crucial selling situations is what drives everything else, especially your bottom line: Sales.

So here are some questions for you (whether you’re an independent producer or a sales manager or V.P. or business owner): Are you consistently listening to your calls, grading them, and using the lessons learned to perform better each and every day?

If not, then there is a danger for you to think that if you just make more calls or get more leads or put schedule more demos, then you’ll improve your closing percentage and make more money.

You won’t.

What you will do is waste more time and resources and generate more frustration.

What you need to do is improve your skills sets and improve the way you deal with the common selling situations you get over and over again. And once you do that, you’ll finally move the needle on all the other metrics.

So begin paying attention to and measuring the most important metric of all: How you and your team respond to the recurring selling situations you get day in and day out.

If you’d like to know how to improve those skills, then sign up for my new online training course which begins today! See it here.


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated