047: David Duncan | Know What You’re Fighting For: The Spectacle in the Build-up Sales Tuners

Takeaways Set Tough, Aggressive Targets: I’ve always struggled with the concept of “quota” and “quota attainment.” Yes, of course we have to have goals for ourselves, but in my opinion, these should be the minimum expectations, not the end result. Whether your quota is $100,000 or $1,000,000 set your targets more aggressive. For instance, if you set an outlandish number of say 10X your goal and build your prospecting plan from there, you’re going to easily overshoot all expectations and leave your company wondering where they even got the number to begin with. Balance Personal Coaching with Professional Accountability: Too many salespeople focus solely on the end results -- asking, “how much did you close?” I’m sorry, but this is the wrong question and a sign you’re working for a poor sales leader. The only thing we can control is our daily behaviors and activities. That’s why it’s incredibly important to hold yourself accountable to consistent inputs. This is also where the balance of coaching should come into play. You can’t wait to weeks to get the coaching you need for daily behavior. Tie Personal Goals to Performance: What are the intrinsic motivations that cause you do what you do? Essentially, what is your why? Whether it’s buying a house, raising a kid, or just leveling up in your career, tying these personal goals to your daily behavior creates the constant effort need for long terms achievement. Full Notes https://www.salestuners.com/david-duncan/
Book Recommendations The Alchemist by Paulo Coelho The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon Sponsor Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do