The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 3 years ago

Brian Burns on 5 Q1 Mistakes to Avoid

ABOUT THIS EPISODE

In Q1 you’re setting the stage for your success in the coming year – at least, you should be. There are typical mistakes we see sales reps make again and again that get in the way of their ability to achieve an ultra high performer status.

We sat down with Brian Burns, host of The Brutal Truth About Sales & Selling, to talk about five mistakes that can be easily avoided in Q1.

You're listening to the BTB revenueexecutive experience, a podcast, dedicated elpan executives, train theirsales and marketing teams to optimized growth, whether you're looking fortechniques and strategies wore tools and resources, you've come to the rightplace. Let's accelerate your growth in three to one greetings: Everyone andwelcome to the btob revenue executive experience. I'm your host Chad,Sanderson today, Brian Burns, and I are going to jump into five mistakes. Weoften see people making q one oqone is a sensitive time of the year. It's oyou set in the stage for your success for the coming months, and there aretypical mistakes that we've seen over and over sales repts make they kind ofget in the way of their ability to. You know achieve that ultrahih performerstatus, even some of the top top. You know sales reps, that we've worked withthere's a couple of mistakes. We see consistently from them as well, and soin order to ensure where providing you with perspectives that are going tohelp you be wildly successful this year, Brid and I decided to you, know, tapour collective intelligence for what that's worth and our experiences asleader sales leaders, as well as individual contributors and puttogether kind of the list of the top five mistakes we see in Qon. Sohopefully you can avoid them. Hope you enjoy the conversation, Hey Chad. Whatwhat do you see? People making big mistakes with and q one the first andeasiest one, and we kind of joked about this before. But I see a lot of reps,not leverage or take their sales kick off seriously. Right becomes a heywe're going to vegas we're going to Dallas for four days or we're going toNew York and the jokes starting December about who's, going to get thedrunkist and pass out and miss a meeting or whatever, depending on whatthat agenda is. I mean I've seen organizations invest quite a bit tomake those events extremely valuable for reps, and I think the tendency forreps is a think hey. This is a party for a week rather than really grabevery nugget they can from those kickoffs, so it can power their year,not only energize them and let them learn and connect with coworkers. Butsome of the content that these that companies put out there is prettyimpressive. I mean they', bringing guest speakers and we've both done thatfor companies kickoffs you have you have. You know workshops where you canlearn more about the products or you know, tester skills and some kind ofnew sales approach, or something like that. It's an opportunity to feed yourhead that I think, is kind of unrivaled. I don't see a lot of rep really takingit seriously. Yeah Yeah I've seen it because I'vebeen on both sides of it. I can't tell you you know. The number of you knowkickoffs that I'vesetright as a rap- and you know in the last five years theNumbero up that I 've done, and you know certainly when you're thepresenter up there for a couple of days, it's brutal butit is trying to keepTheonton wel. Well, that's it...

...especially when you have you knowhundreds in as opposed to you know a small group. I love the small groupswhen you got a you know in the hundreds and you're supposed to engage them,it's really hard, and you know- and I could basically tell you by whatthey're doing, how much they're making little you know. I can tell the okay etyou got the you know the SE. Players O always sit in the back or playing with their phones allll thetime the aigt players are sitting rat up front they're, coming up withquestions, they're interrogating, you really trying to get something out ofyou, because you know I'm not comedian or an actor. You knowreally there trying to help you make more money right and in that part, if you don't embrace it, you know argue with somebody debate it. You know,because that's when you really learn, because that's what you get on the samepage and it is too easy just to kind of sneak out of the room and start callingyour clients or surf the web or whatever else distracts you well and Ilove Thewe'n doing kickoff halfway through typically, you know if it's akynoteor or if it's a workshop like halfway through the morning, I'll juststop and I'll, say. Okay, I want to make a prediction. Those of you thatare looking at your phones right now are going to be working someplace elsenext year. Those of you that are those of you thatare engaged with me are going to beat your quota and those that are stilltrying to figure out. Why you're in the room, you have a chance. So take a steptowards me and I'll take two steps towards you, but I can't do this foryou and it's funny to see what's happening before I do that what happensafter I do that and then next year, when I'm back, how right was I well? That's it Ima just ignoring them,because if they're not invested in themselves, why should I? But you could just tell you know I nevernever outed anybody, because managers always ask you like you know who getsit who doesn't and the thing is in sales that the order takers are notgoing to survive. No they're, no matter how how much you kiss your managers buthos jobs. You know th they're, just not going to pay that much for you toprocess paper. No yeah, I mean you you have to. You,have to continually evolve yourself, because the vast majority of yourcustomers, where your buyers are evolving themselves, maybe notproactively, but just as a result of having kids that are teaching them newtechnologies and introducing new concepts or businesses that are goingtonew markets and te new products. If you don't keep up with your skill set,if you don't invest in yourself and take that opportunity- and all you wantto do- is pick up the phone and have something write- you a check an it'stime to look for another job. As far as I yeah and then Blus plus you get thewhole most of the company there you get...

...the marketing people, the product,marketing people, the people who build the product, the CEO yeah, I mean thisis the time to build that relationship. I mean. How often do you have thatopportunity to sit down with marketing and say look. This is what I need. Thisis what will help me in sales rather than halfway through the year,complaining to your manager that marketings not providing what you want,which kind of seems to be one of those trend, lines well, they're, providingsomething to somebody right right. S will be an ideal with marketing all thetime, but marketings magnet is doing what's best for their career, not thecompany nor sales right w. Why di they do that because they won't. You knowthey want that Portforalio and that relationship with you know the becauseI deal with this all the time and it's like well, is that the best thing forthe company you know? No, it's not is that what the sales people are askingfor? No, that's! Not what they're asked for you know, but, but we got ta touch sure, would look good on your resumenow. Wouldn't it and everyone's got a different motive and if the CEO doesn'teven know your name Eahright, because you know I typically worked forcompanies at either Boston or Silican valley that that was kind of my myspace and the cultures were exact opposites. You know in Boston, the it'slike sport and if you re read the book about like hub spot, they call itgraduation yeah, that's how sasdistict they are about firing, people and t.The constant conversation was who do we fire next and it's like Whal, you spendhalf your time, hiring people we work on actually improving people and then Silican valley. It's all about.You know what kind of wine do you like and wwe see the industry going and o Niplay much better on the east coast yeah I mean it's certainly morepeaceful and quality of life on the West Coast, but you know what happens when it doesn'twork, because it's typically either it works or it doesn't and right. If theonly thing that makes it work is revenue yeah. At the end of the day,depending on you know, culture is important. Theyre, all ofthe things areimportant to come together, but but what are we in business for unlesswe're not profit, but we're not profit? Maybe it's a mission and funding, butif we're a business were for PROBAB business, it's revenue- I don't know what elseyou know. What else are we? Maybe it's market share. You CA. You know, there'sfour or five things that a company objective may consist of the end of theday. Revenue is the measure. It's the measure, it's the measure forsuccess. That's it. I was at a you know, super early stage, company back duringthe boom war, thninety nine to no. It was likegrade, it was riaht before the bust around twoosano and the company raisedfifty million dollars without a product...

...righ if it because it was superstar,CEOS and all this stuff- and I thought I had it made- I was you know the firstsalesperson they hired, they hired ten immediately and the and H it was allmbo based because they didn't have a product, so they were looking forpipeline and people just made it up. Now it was like, and then I got thefirst customer and they were yelling at me because I dedicated an engineer fora week for free to get the deal and I go it's revenue voynow. We have anactual payin custom. Isn't that crazy and they oh yeah, but he spent a weekthere. It was better than spending in in his basement yeah. You know, that's Oryou, know hanging around me. You knowgoing out and giving presentations that I could do on my own, but I think the point there is: You got tounderstand the culture and, at the end of the day the company went out ofbusiness. Obviously, surprise you know so fifty million was just wiped awayand I had left there right after nineeleven Biusi I go. You know thisplace is not going to go anywhere and our money motivateds. I have to go,find a real job, but you know on the West Coast you get the Cumbi speechabout saving the world in the environment, but at the end of the daythe border directors in the vcs want money. They want sharehold theirequities, yeah and it it sailes. You can't get commission on. You, knowgoodness and saving the world yeah, and I think that's perfect. I mean in termsof mistakes that I ce reps make that's one of them, forgetting what this isabout. Like it's very easy, I mean I've been in and work with clients and havethese amazing cultures right, there's, there's Ping, punk tables and videogames, and and there's free food and there's Yoga and gyms and- and you know,Sanas and all of this stuff- and that's that's great. I get it, but that stuffisn't free right that culture that you want requires reve. I feel like I'mfeel, like I'm doing the Jack Nicholson thing for a few good men. It's aboutrevenue, it's all about revenue and raps, have atendency, I think, sometimes, depending on that type of culture, to get caughtup in that and forget that really, oh well, I made my calse. I did myactivity level. Okay, what how much revenure do yougenerate today? Well, none yeah, but I'm close. Okay, you know the name ofthe game. Understanding understand the profession you're in it's awesome tohelp businesses solve problems. If you're going to meet some amazingpeople and you're going to you're going to form some incredible longlastingrelationships and that's the that's the spice of life, but the job. The thingthat you have been hired to do is to capture the revenue for the company. Iused to tell my my teams like okay, look. Our job is to go get the revenue.Why is our trapical agets the revenue, so the company grows and so that all ofthe other people in here can live? Nice...

...lives pay for their benefits, but thekids through school? We are the engine that makes that happen so understandwithout that revenue. None of that none o F, that's going to happen, thecompany's going to shrink close its doors, whatever our jobs, are bringingtheir revenue and have no, no don't kice yourself, thatis about anythingelse. Yeah Yeah, abute. I've got a story about that because I worked atone of those companies and you know they had. The Pin Pung Table had a gymbeautiful gym in the building that was solely for the company and you knowthey had. You know: Free Food, beautiful offices, all decorated andstuff, of course, with venture capitals, money, not revenue, yeah right and Iwas working there and the new guy started and he started taking advantageof all this stuff, and I did none of hit because I know what happens whenyou do and I took him aside. I got that stuff,not for sales people BGOESE. What do you mean it's for all the employees Igo. It is, but unless you're crushing your numberguess what they're going to tell you hey what ey enough massages get on thephone aright yeah that Treadmill, you know what we coun put that up ot yourdesk, so you can actually be doing calls while you're out there and that's it. I think Q, One which isnaturally distracacted. You know- and I've talked to several reps in the lastcouple weeks, because we get t e, the hangover from Q. Four, where ITT's,like all of a sudden somebody turned the lights on at threeam at aparticlular Enterteam, ent escablishment. We like we look at our watch and we'relike. Isn't it thirty w? Where Ol the dailight go, we gotta go home, everyone was so friendly to us, they were so excited. We were here yeahand then yeah. We got this hangover and we're like. Oh wait. A second. You knowI'm going from fifteen percent to three percent. Thit doesn't feel fair. I hadyou know five states, and now I've got one state, and now I've got to sharethis person with three other people. I'm going to look for another job andit's lik go up just just chill. I think people get. You know, there's that fivestages of grief right yeahwe've got to go through those fivestages very quickly in Januar. Otherwise you know you'll be inFebruary and March. You won't have a new job because you're not Sih to golook for it, you kind of mad at the company, but your quota hasn't conedown and know what do you field your pipe plang for you? I think you just have to go throughthose stages very quickly, because I went through it every year. It'sactually one of the pleasures of working for yourself is that you don'thave that right. That is nice right.

That is very nice. I don't have thatway were away. You just cut my territory and half and increase mynumber two x howdds that work hold on a second. Let me I've got I I need. Ineed a moment. I need to put myself into. Let Me Goput, I don't have that.I know you know working for yourself you're right, but it is it's one ofthose things and if you're in sales, long enough, you need to know it'scoming right. Oh No, yeah have you ever met a rap that was one hundred percentsatisfied with a newcamp plantat the beginning of the year, not a Woan, nota one. Never so you're, not GOINGNO. It's not Christmas. It's Ih! CHRISTAAND!Has Your complaint ever been better. You know unless you're in a dying company, Ohyeah, and that then it's not really better. It's just trying to match ourhandicap, what's happening to the industry or the companies right, andyou know you seen that happen all the time, but I remember one year, whereasI at the Kick Golf, you know I was the rap of the year. I got this big trophy.It was my goal, you know and I'm looking at these people that are a lotolder than me. Just given me. These scarling looks of why I don't deserveit Hahaa and then like the next week, and I waslike on top of the world and you know Goingto club and everything, and then Igot the compplan and it was like well well, Brian, you made a lot of moneylast year, so we kind of we're going to put a couple people in your territoryand remember that guy you hired and train, and is your sales engineer he'sreally good yea can allow a lot of other people to have access to him and ND. I'm like looking at this andI'm like Oh anyon, you mope around and but that doesn't serve any purpose. No,it accomplishes nothing. You call all your head hunters and they're like yeah.There's plenty of jobs out there. Thete haven't talked to you since lastJanuary, and any recruiter who's worth hisweight should be calling every good sales person. Now with that a doubtthey should yeah. They should be pauning, the phones for sure yeah, Bese hungry audience. The problem is the company you're goingto you, know: YOU'RE, starting from scratch, you're getting somebody's leftover territory, but you know because they're saying, okay, what are youwilling to give up? And you know it's Yeah Alaska, yeahasis? No, you can havethat Hawaii to I'll give you Hawaii Yu. I mean I might like to go there, butI'm not Goin to generate ot o revenue from it, the complan stuff, it's always kind oflike wackamole. It's like a game of Wackenwall. You blow your number outand then the next year they try to put together a complan or restructureterritories or resources so that they can keep you in this imaginary bandthat a cfo somewhere thinks hat sales. Rep should be in not the one you werein last year and then you got to pop up...

...and Pu pull it off again this year popout of another hole, they tryind to smack you down with the next ComplanIwas, always infuriated me. It does and I've. You know. I've had acouple of managers that protected me, but that is the norm and I think youhave to get used to it. It's part of the profession you have to say well, AH,I'm still making as much as a surgeeon. You know with the education of aplumber, Hofthe Pli tealing that well bet more educated than me. Hey. I finished the bottom ten percentof my high school class. I always say that yeah there's somebodyon death row that did better than me, but but so you, you kind of got to workthat, and I think that's comes to my sales preneur idea that if your networkand your social reach and your business acument is so good, you know you aregoing to be. You know. Jerry McGuire will find you. I that somebody who willput you in the right spot and you'll have lots of choices if you're an order,taker you've got to just take what you're given yeah. I mean the peoplethat work at the ultra hi performers. They I see them, come into key oneaware of you know this is what's going to happen. Well, we know we're going todo the emotional grieving. You know thing because they're going to messwith territories, we know that's going to happen, so they try to preparethemselves for that. What I what the one mistake I have seenultra had performers make and not consistently. I see it occasionally is that while they're super proactiveat a sales kickoff about getting that as much as they canout of it, they're the people, like you mentioned they're in the front rowengaging with you. I've seen them actually relax a little bit too much ontheir tient interactions during that week, and it creates this little blipthat takes a couple weeks to recover. It's not catastrophic by any means, buttheyre they're doing the best. They kind of pull everything out of thatsales kick off and they relax their diligence with the customercommunication. It at a time when that customer is also going througheverything that happens at the beginning of a New Year and it's prettycritical to make sure you're a continued presence for those really bigaccounts right. That's the one thing I've seen to make. So it's that barrierbetween get everything you can out of the sales kick of, but don't forgetthat that means at night instead of passing out on the bar, it's probablybetter to be making some phone calls to your customers and sentence of memailsright. I've seen them. Relax is alilitle bit too much at times. YeahYeah Becaus, that that's a huge mistake is the over indulgence on O on twoparts. One is what you said about. You know keepingthe thing going with the customer, because this is the time where budgetsare allocated...

...for the year and if the company's doingwell, they may be increased by the end of the year. But if the company s notdoing as well, they may be reduced. The second is, if you're out to three fourin the morning, not going to be in shape the next morning and guess what?If a hundred people out o kick off someone's going to show up with a coldnd Er's, all this panshaking and know fa physical contact, and so thateveryone's going to go home with a cold? Oh yeah, and there goes another week of of yourday or your month, and you just got to get your rest. You knowbring their a flu bringellep wipes, I mean I've. Never I will speak fromvoicefof experience. I have never in my career, figured it out how to be outtill three o'clock in the morning and ensure and I've tried folks, I've triedyou rights, never figure, how to do it and then be ready to rock and roll atseven am and maintain it all day like I can show up at seven, am or am for ameeting and I'm good for a couple hours. But then it's I don't know the worldgets kind of fuzzy everything OES a little bit gray. Everybody seems tomumble right. You got to take care of yourself and that's another mistake. Ithink we see a lot of roughs make and- and it's one I'll be honest- I strugglewith right. I, when I'm not on the road, I'm in the gym, I'm working out andwatching what I eat. When I'm on the road. It's like that gym down there just does not cutit or that I cannot. I cannot go downstairs right now and work out. I'vegot to do this thout of the other and because I'm into clientsite all day Igoin to spend my nights catching UVER. Other customers, if you don't take careof yourself physically watch what you ea work out, do some type of exerciseyou're going to pay the price you're going to pay the price, because salesis a mentally and physically demanding profession. It is yeah and like fiveyears ago I really changed my diet. I do like this green juice every morning,Iloke the nutreal bullet. Well, the thing is: How do you do thaton the road? That's just it, though, right at home. It's awesome. We justthrow all the Greens in because I'm not I mean anybody, see a picture B. F. Olknow I'm not really a vegetable guy, but I tinthats I'm a cookie guy. I getthe vegetables, I get all my vegetables anl, my fruits right there and onedrink, it's awesome, but on the road I don't know, I don't know. If I couldknow it would just take me more time to go to the Groceryes to run down towhole food and travel with my nuture Bort. I just don't know that I can bethat guy. No, no, no, no matter how hard the best you can do is getting.You know the premade. You know somewhat healthy juices, starbucgs or somethingyeah, but yes, what you're on the road y. You know you'r totally out of swords.You know you're out of your routine, so and you probably want some kind ofemotional energy, physical energy, so you' gang each sugar that you typicallydon't need rimore caffeine than you typically take...

...and and then guess what at night, whatdo you do you drink more than you normally would drink a, and I stillremember one kickoff. This guy, you know, did backflips to get into sales.He wanted a sales job, so bad, okay, the first kickoff meeting he goes to asa sales. Rep e stayed out all night. He walks in two hours late and an the VPS sales literally callsthem out. He says out in the hall in front of everybody and reamed them theGoy and the guy came in you know. You know I had a been crying a grownman, watwha O ight, it's not a game, so it'samazing, Ha people. Think sales is a game like. Oh, I want to get into itbecause you know that sales reps driving, look at thise, beautiful,Mercedes or or all of those cliches write all those cliches ar going it.SALS is a discipline and it is a demanding one, because a lot of thevariable of your job are things that you have to be prepared to respond tohow's a customer going to react when the product shits the bed or the Democraps out or you know, invoice even in voicing like I've. Had I've had to dealwith irate customers because it didn't like the way they were invoiced andthat's all just to maintain the revenue stream right. It is a demanding proand.It is a discipline. I think a lot of people forget that it requires a levelof professionalism. I know folks. It sounds odd for me to use that word, butit requires at requires a level of professionalism and commitment to thediscipline in order to be successful and, quite frankly, out of respect forthe other people that got thei rasses in the room at eight o'clock yeah and the other thing is the whining.You know you have all the right to feel that way, but expressing it tothe other raps and being cout becoming known as the winer or the e, the watercooler person, the possic yeah that that that is just because everyonestarts to buy into it, and you see these people because they all hangaround otether and believe me, every manager sees that knows it and you'reon the short list. If you, if you are expressing that or becoming that wineor no matter how bad the product, the complan the territory P, keep it toyourself, because your manager will respect youand will try and accommodate you if you're good right, you know the lastthing when I was a manager, you know an a player. I would do anything for youknow, and it's often said you know you don't hire a players, you rent them ayes right, because they can go anywhere, so they will get what they want. Theorder takers the manager wants them to go and if youmight getting a terrible, complan or terrible territory might be a littlehint.

So so why did I get as a crappycomplain? Where's, Alaska, eahow? Do I get there? So you know the whining. You knowbecause Oustein reps do this all the time you know they allthe new complanor the the expense report. Scrutiny or you know the the arduous administrativeactivities you know the way to handle it is cool off, be professional. Talkto you manager, one on one as a professional express what what is inyour way and ask for their help. Yeah! It's always that it's keep in mind. Youcan disagree with your boss in private and publicly you have. You shouldsupport them right. You don't want to be seen as the dissenter. I speak fromthe voice of experience. Your folks know how whant to be seen is the onewho questions in a public form that was, I learned that early and I learned itthe hard way in my career. I didn't understand that I was young and dumb,and you know the rest not saying, but I was I didn't know that I shouldn't bedoing it. I didn't have I'v been schooled an what was appropriate. Thatis a very important lesson. I had no problem if one of my raps wanted tocome in and sit down and debate up and down about the complent o long as itwas an intelligent, well thought out to bait. I'm not I don't never never havedone whining real well, I had a thirty second role. You can come in. You canwine for thirty seconds and then you better be talking about solutions, butwhen somebody would challenge me or I've seen other executives throughchallenge you publicly, that creates a rift that is, that is counterproductivefor everybody. Yeah Yeah I've run into that a couple on both sides: Oh yeah and yeah fink.This it goes back to our lizard brain right. We're got a need, jerk reactionto a change. That's announced and you're like what the hell. Why R youdoing that? That's not the way to do it that, even though these meetings mayappear casual, you know they may want it to be casual, it's still not right,and even when you're going oup like a team dinner or something and that's notthe time to discuss a topic. No, that could be that could question yourmanagers capability or capacity. My last one is you know if you'reunhappy don't be sitting on the fence, make a decision. If, if this isn't theright place for you move on because January happens to be a big hiringseason, yeah it don't get into a stalemate. You know that the classicDale made is okay, I'm not going to do what you want, because you're not doingwhat I want guess what the manager always wins. Yeah Yeah! It's! You know what G T it's itis it's an unfortunate truth that manages always doand. We talked abouton another episode that we di we talk...

...about getting involved with talkingabout the complant before January. So it's not a surprise right. Get involved.Talk to your manager have a sense for what it is. So if you know it's Headenin the direction that you're not going to be comfortable with H, make yourdecision and be proactive January. Second, when everybody's Beck in beready to roll, don't don't sit on the fence long enough, that all of a suddenyou've lost part of Qone and then you've got to use the rest of it.Looking for a job and now your part, you've hurting the company you're withbecause you're not really being fair to them. You're not chasing doing your job.You you're looking for your next job and it takes time and then you've got awhole year to rebuild your pipeline depending on what the sales cycle is.So the earlier you make that decision, it's the better for everybody Yeah Pas. Typically, when you do starta new job, the first year. Typically isn't your best! No, you know it'spisthe territory, really isn't a cherry territory you're not going to get thesupport because they don't even know if you're any good. So you tipically haveto spend Yo K ow three to six months, just proven yourself and let's face it,every man inventures looking at non ons to make a decision right and theytypically make it six months right. You know so ow, the classic. If you missedyou number two quarters in a row: WOUR ous right people. Typically don't talk about thatother than in Boston Nof. What's going on in their mind?Well I mean it's an this reality of it right. It's the reality of thesituation. There are very few organizations that I've seen that that give, I want to say optimallength of time for a rampup right and it's always in my experience. It wasalways a battle with the CFO, the CFO, because you know typically you're goingto have some type of recoverable or nonrecovrable Draua to keep them wholefor a little bit, and maybe it starts high. The first quart ramps down, asyou expect them. You know start to produce revenue, but it was always heca, fo Gom, why this person's been here six months they haven't produced anyrevenue. You do realize our sale cycles, eighteen months right yeah, but they haven't protuce anyrevenue in Sixons, I'm going to give them three more okay, again, you dorealize our sellcycle is twelve onths right and, and we gave him thecrappiest territory we had so you know e. are we seeing the behaviors? Are weseeing the activity? Are we seeing the quality of interactions that we wantthat we believe will produce the return? It was always a battle with the CFO andit was the sales rep, so had a tendency to pay the price for that. So, and thatgoes back to our episode we did on negotiating your complant like that's.Just one of the this's is one of the things you got to know going in thechances are somewhere around nine months, cfois going to get grouchy andyour boss is going to run out of out of ways to defend continuing to keep youon board so come out of the gate swinging. That's it. I think that comes into acouple of things, if you a rap that has a territoryy you're given UFP the smartraps have those hole outs, you know and...

...then Alla Suden new AV comes in anydeal. That's real in that territory 's held out by the previous guy whodoesn't have quota for it. Oh yeah, it's a bluebird, iy, Hey! I'm going tokeep this hey new guy! Sorry about that! Not Sorry! T'a hold out, and I think we should do an episode onbeing at the the new sales wrap in a new territory, justify your existence and how you haveyou know a good revenue stream yeah. I think I would be a good one, becauseit's a challenge. I mean it's a challenge to everybody in sales,especially like, like you said, make your decision don't be on the fence andknow I mean anybody's, been in sales a couple ofyears and changed jobs. Three years change the job. Once all you got to dochange job once then you know what the rest of t the rest of your career isgoing to look like. If you choose to make that jump so and it's I don't know,I'm a big respect to the company kind of guy. If they're going to pay me, Ifeel like I should be. You know doing my best to deliver what I've said. Iwas going to deliver. So if I'm on the fence and I'm talking to recruiters andI'm looking for another job for too long it just it doesn't sit right withme. So my advice is always make your decision get involved with the Complaiknow what you're going to do and plan that year January, one and again comeout of the gate swinging and be focused and get it done, stop bitching and justget it done. Well. So, once again, I'm showing mysensitive side there towards the end of that conversation Brian, I apologize ifI'm rubbing anybody the wrong way with the stuff. I just don't have muchpatience for people that aren't going to take. You know accountability fortheir own success. That plus fact that you know, as we talked about ananotherepisode, I have had the flu from Hell, so I apologize I'll blame it on thecold medicine. But for those of you that know me, you know I'm willing tohelp I'm willing to support. I will bend over backwards. Bing peoplesuccessful as long as they take responsibility for their own success aswell, and so those that do that those that can avord these mistakes thatwe've talked about that they can plan their yeurout can optimize. Theirperformance could understand that sales is a discipline and it is a difficultone. They're the ones are going to be successful, they're the ones that aregoing to be the ultra hi performers they're, the ones that we're going tohave on the show and talk about how they've been successful over the pastyear. You know towards the end of this year so hope you guys enjoyed thatconversation again, sentus a not redist review shor. The Sol really appreciatethe promotion and until next time we avalue prime solutions wish you nothing,but the greatest success you've been listening to the BTBrevenue executive experience to ensure that you never miss an episodesubscribe to the show in Itunes for your favorite podcast player. Thank youso much for listening until next time.

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