 If I may say, what a great sign. When I relate the sign to sales I come up with this. No cutting corners. I wanted additional info on Sabbath so I googled Sabbath and came up with this. "A supposed annual midnight meeting of witches with the Devil." How appropriate within sales. Witches and the Devil are always trying to steal my sale. Who wants to meet at midnight with the Devil? Not me! It is so obvious that if I take the Narrow Way then nothing good comes of it. I take Broadway and shine. Sunday is a day of rest. Recharge the battery, take care of myself. You know what they say, "take care of yourself and you will be a better spouse, partner, friend, father, brother, coworker, employee, etc." You get it, you know where I am coming from. If you look above the street name, Sabbath and Sunday appear. Love that. In my mind, Sunday suffocates Sabbath. I am going to do the right thing within a sale, always taking Broadway. Staying away from Narrow Way. It is so easy to take the simple path to victory, going right down Narrow Way. When I do this, I fail, I fail miserably. I learned the hard way. How? By losing large, HUGE commission checks that had my name on them but I went down Narrow Way. Ha. Never again. I pay attention to the details, I am always timely, apply the best selling techniques for that given sale and walk it across the finish line. Came across this quote, "I like things to happen: and if they don't happen, I like to make them happen:" Bingo, Broadway!
“Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.” tankdieselsales.com
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 Oh wow, what a story I am going to share. This story changed my life as well as many others, I kid you not! I had started a job in ATL back awhile ago. I was the brand new sales rep and a VP within the office decided to have fun with the new rookie. He was a joker. Everyone has come across a joker that does not know when to stop, right?!! Well he joked 24/7 so you never really did know when he was serious. Here I am a rookie and this VP calls me into his office. "Hoyt, I have a lucrative lead for you in Charlotte, NC. Pack your bags and get up to see my CFO friend at Presbyterian Hospital. He is waiting for you tomorrow at 8 am. WOW, I am going to be a star. Went home, packed my bags, flew out that night, leaving myself room for error, landed in Charlotte, got a rental car, did a dry run, rode to the hospital so I knew where I was going in the morning. All set. I bedded down, got a good nights sleep and was ready to SELL and make the VP proud. Only to find out that when I showed up to the hospital that the name of the fella that the VP shared did not exist. The VP duped me. I was furious to say the least. Came back to ATL, met with the VP the next morning and shared that the person that he asked me to go see in Charlotte did not exist. He said, "come on Hoyt, I was kidding dude!!" That is when the word Iacocca showed up. I came up with a key word that means, "I am telling the truth, you can trust me I am not joking." Whenever I am in conversation with someone who knows the meaning of Iacocca the word comes up a lot. In today's world it is nice to have a go to word, in this case Iacocca cuts to the chase and says come clean, tell the truth, no lies. When someone throws an Iacocca at you, you better come clean. Hey Paul, "where are you from?" I respond the moon, "no really where are you from," the moon, "Iacocca", okay ATL! Iacocca boldly says stop the joking and give me the truth. I love it and my family and friends use it all the time. Spread the key work - Iacocca. Do you need a key word to keep the truth working for you? Try Iacocca, it works.
“Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.” tankdieselsales.com 913-522-3944  Ever heard "you only live once-but if you work it right, once is enough." I do not want to look back on my life and say, wish I did this, wish I did that. Nope. That is why I have goals. For me there are two sets of goals. Small one's and HUGE one's. It's important to have daily, weekly, monthly and yearly goals. I do not take them lightly. They are my road map to success in life. Keeps me centered and focused on my purpose. On the other hand, I get excited about my HUGE goals. I enjoy dreaming big. The big man say, "have not, ask not". So with that I set HUGE goals and dream big. I look at it this way, if I am going to dream why not have a HUGE dream. Takes the same amount of energy. Decision done, dream HUGE. In sales, dreaming of being #1 in the country, making 7 figures, that's right 7 figures, going to the President's Club, winning the Rolex watch, cashing in on quarterly bonuses. On and On! HUGE is not in scarcity. There is an abundance of HUGE so I ask for it. Everyday I ask for the success of my HUGE goals. I write them down and I visit them everyday. Dedication, organization, attention to detail and timeliness are disciplines that launch me towards HUGE. I like this saying cause it relates to goals, "dream lofty dreams, and as you dream, so shall you become." Are you in pursuit of your HUGE goals? I know you are and you are on your way to Success Street.
“Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.” tankdieselsales.com  Certainty. I love certainty, hate gray. I have never been one who likes to guess and see what is going to happen. For example, my wife and I did not want to wait and see what sex our baby was going to be when born. We wanted to know now. Forecasting is the same for me. I want to know what is going to happen with a high level of certainty. I want to know the outcome with a high level of certainty. If I can control most of the situation then I will be confident in the outcome. Forecasting is scientific, based on events and information, that will determine when I will close the deal. For me forecasting is not like predicting the weather. A lot of guess work goes into predicting the weather. Forecasting for me needs to be predictable, accurate and dependable at all times. If leadership is going to run an organized, efficient company they need a forecast from me that they can count on. To do this, I am diligent in asking the tough qualifying questions. No easy road to travel. Keep asking the questions that get me thrown out early and if I cannot get thrown out then I will provide leadership with an accurate forecast. Accurate forecasting provides for sunny days. Are you bulletproof on your forecasting? Does leadership trust your numbers? If so, excellent, go out and enjoy the sun, the forecast calls for it!
“Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.” tankdieselsales.com  That little boy in the picture reminds me of my son Angelo. A full head of hair just like Angelo. Ever heard of the phrase, "even keel?" I was having one hellava month, Ammazza! Which means killing it in Italian. Some of you may know that I have a lot of Italian blood in me. My mom is 100% Italian. Back to my story. When I was killing it that month, the next month I went bone dry. I could not land a deal to save my life. My boss at the time said to me, "what's the matter Hoyt?" She could tell I was down. Sales bring lots of ups and downs as you can imagine. The key to getting to the top and staying there is to have an even keel frame of mind. In sales, let you not forget, you always have to have your A game with you. I do not allow myself to get to high or to low depending on my performance. If I go crazy when I win and on the flip side get depressed when I lose then I become unproductive. It's exhausting mentally and I lose focus on what is important, closing deals. So as I go through my selling days, I stay disciplined on even keel allowing me to have productive days without having to ride the roller coaster. It is a simple discipline however, and you have read this before from me, simple but not easy. This behavior also helps me in everyday life. Sure it's fun to get overly excited, and I am not saying do not celebrate but I have to be careful that I do not over indulge because the emotional swings can be to much to handle. This is an area that I have had to grown slowly in but the return on my even keel efforts has been and will continue to be mentally rewarding. In selling, anything I can do to enhance my performance I am willing to do. Do the emotional highs and lows of selling drag you down? Are you an even keel person? If so, super! Keep up the even keel and enjoy the rewards of this highly effective discipline.
“Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.” tankdieselsales.com  Working for Texas Instruments in PGH right out of college. First day on the job and my leader Evelyn shared the following. "Hoyt on this team you don't learn to hold your own in sales by standing guard, but by attacking, and getting well hammered yourself. Hoyt we don't sell to not lose we sell to win! You will be prepared for battle and we will go in swinging. I expect us to win every deal and to do that you have to aggressively attack. Unlearning is more difficult than learning. So start learning the right way. You got it Hoyt, cause if you don't take your briefcase and get out." Damn that was strong, I was intimidated. I thought this woman is crazy, what did I get myself into. No good morning, welcome to the team, friendly handshake. NOPE. She meant business. Looking back, how blessed to have such a strong leader to teach me right out of the blocks. OK, welcome to the world of taking charge. I was ready to embrace it. What she taught me no college classroom could ever come close to teaching me. It was street smart knowledge at it's best. She taught me to be disciplined, organized, attention to detail and timely in every aspect of the sale. She ingrained in me to learn as much about the prospect and the competition before I showed up for my first sales call. And heaven forbid, she said, "when in a sales call shut up and listen." Hoyt, selling is investigational, listen more than talk." Oh, let me share a story about my early stages of sales calls as I worked for Evelyn. I would prepare for the sales call, check in with Evelyn before I departed, then hit the road. I would come back to the office after the sales call and have an AAR, After Action Review with Evelyn. The AAR stood for what I did well and what I could have done better. For the longest time she would always ask me the question(s) I forgot to ask the prospect. Made me so mad. I thought I was so thorough until she asked me the one question I forgot to ask the prospect. What a great learning experience in how to prepare for any sales call. I wanted to come back and have all the answers to her questions. I wanted her to be proud of me. By her always naming the question I forgot to ask made me a more thorough complete sales executive for the next sales call. The benefits are powerful. The more I knew about the prospect the better I could serve them. Even though she frustrated me, she did me right. Eventually the AAR's turned into meaningful strategies on how to close the deal. Blessed to have such a mentor that was sincere in making me the best sales executive in the country. Are you thorough in your investigational work prior to making your sales calls? Gather as much information, for if your going to lead the sale to the finish line you will be doing a service for the prospect and your company. Attention to detail will drive you right to the winner's circle. Success smells so sweet. Don't you think?!
“Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.” tankdieselsales.com  Back in junior high school I played quarterback. Coach Moressi would ride me like a crazy bull every practice. At the time I hated him, but as I reflect back, I love and respect him for his passion to make me a better player and most important a better person. He would get up in my grill at least once during practice. "Hoyt, your are the leader of this team and you are acting ordinary! Put something extra into your efforts." He pushed me to exceed my gifts. The extra effort paid off for us. We won a lot of games and as former NFL Jets quarterback Joe Namath said, "When you win nothing hurts." Coach always made me do more than anyone else on the team. Coach would randomly say to me, "do you want to win Hoyt?" I have incorporated that culture into my life, the tankdiesel model. Look at the picture that I have posted. I do not want to be a common yellow practice range ball. Do you? I want to be the ball that a champion like Tiger Woods tees up to win The Masters. I do not need to win I WANT to win. In my mind wanting something is a key component to success. My wants drive my success. Being ordinary will not cut it in sales. I put extra into all areas of my life like Coach demanded. Extra puts me ahead, escalates me to the top. Extra is something most sales people will not commit to. The path of least resistance leads to last place. Not an area that I am familiar with. Winning through extra efforts, strategy, energy, herculean efforts, laser focused action pays high rewards to me. I put extra into ordinary and now I am extraordinary. Have you looked at your actions? Are they ordinary like others or are you adding extra to your ordinary? March on to financial freedom by being extraordinary.
“Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.” tankdieselsales.com  On the road one day with my then current boss reviewing my sales pipeline, funnel. I was a rookie, learning as much as possible from my mentor. He was a strong willed, scientific seller/leader. Scientific meant no gray when it came to selling. He used to say "Hoyt, your either going to close the deal or your not. Which is it Hoyt? The questions requires a binary response. Get good at that son so when I ask you if your going to close a specific deal I want to hear yes or no. There is no emotion in selling Hoyt. Just the facts." It was a lesson that I embraced and to this day have woven into my sales approach, tankdieselsales.com. Scientific selling to me means, asking all the hard qualifying questions all the time to the prospect so that you can get to a yes. If the yes is not coming move on. I did a BLOG on getting thrown out early. You may want to go back to that one and reflect. Getting throw out early means you are not going to close the deal so pack up and move onto a better qualified prospect. Don't fish where it's nice to fish, fish where the fish are. Do not waste your time on deals that are not going to close in your favor. So as the story goes, that day my boss shared that I needed to build into the CRM, salesforce.com at the time hard questions within each stage. If you can answer all the questions positively within a stage then you move to the next stage which is closer towards the sale. He shared, "be disciplined on this process Hoyt (he loved to call me by my last name) and watch your W2 grow. Remember Hoyt scientific selling is full of certainty. Learn to hate grey. Certainty will not let you down." The tankdiesel model is full of certainty. Do you selling through emotions? When your boss asks you if your going to close a specific deal do you answer through your gut and emotions or do you answer scientifically? If you answer scientifically then you are on the right track, the track that leads to successville.
“Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.” tankdieselsales.com  Have you ever heard the saying, "imagination is the preview of life's coming attractions." I have and I believe it. There have been many times in my life where I have thought, wished, fixated, obsessed, etc. on something and darn, the hell if it did not happen. Powerful stuff. Imagination has no prejudism. In my personal sales putting positive imagination to work is healthy. Doing the footwork and then imagining closing the deal is healthy. Why not use my positive imagination to bring things to the forefront? If I believe that something positive is going to happen then I am attracting it to me. I put it out there in my imagination and work my plan A. I displace worry, which is anticipating a negative outcome with positive imagination, a preview of life's coming attractions. As I walk through my selling day, it can be tough to stay laser focused. So many things going on and so many critical deliverables on my plate at any given time. Day or night. So at times my mind will wonder. That is when I come back to my positive imagination. Remember it is key for me to keep my imagination positive. NO, NO, NO on the negative imagination. If negative, I come to a screeching halt and get my mind off of those toxic thoughts. This is a simple exercise for me but one that I am diligent in carrying out. Why? Because positive imagination promotes healthy thoughts within my mind. My healthy thoughts generate mental energy. I use this burst of mental energy to work on selling strategies. Out with the worry, in with the positive imagination. I want to thank my buddy for sharing this sales pearl of wisdom. It works and it's healthy. Do what you can and pray for what you cannot yet do. Put that imagination to work. Wear it out. Do you allow your mind to recklessly wander into thoughts that are an absolute waste of time and typically are focused around worry? If so immediately replace worry with positive imagination and watch out!
“Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.” tankdieselsales.com  One day early in my selling career Lou Holtz former Notre Dame football coach was being interviewed and I remember one attribute he said to his listeners "there are many highly qualified football coaches in this league however none of them will out hustle me"! I learned from an early age that hustle makes up for a lot of other deficiencies. I may not be the smartest one in the room, however, that does not intimidate me. When you select me to do a job, I am all in. No one, absolutely no one will out hustle me. I believe you are born with the hustle DNA. I have not been successful, (occasionally) in coaching, teaching, instructing, instilling hustle into someone. You are blessed if you are one of the fortunate one's that hustle is your only gear. A majority of people rely solely on their big brain and as Lou says, "I will out hustle you"! My point is that I lean on hustle along with my other skills to get the job done. During selling I know that the competition is right on my tail. There is always someone trying to knock me down, take the sale from me and go to the ATM with my money. Wait! It's my deal, so I hustle after it with a ferocious attitude. Not many slackers are at the top of their game, not many CEO's are lazy, not many top sales executives make a lot of money by coasting. Take my skills and combine them with hustle and I have a winning formula that I can count on. I put a grain of hustle into everything I do. Are you giving it all you have every time you go sell and provide exceptionally high quality service? If yes, excellent. March on!
“Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.” tankdieselsales.com  In sales, I need to ABC Always Be Closing. Look at this home. For me beautiful! I have always wanted to live in a beautiful castle. Currently as for me my home is my castle. I am a homebody so I love spending time in my castle. I strive to live in a castle like the one in the picture. And one day I will. Another definition for ABC is Accept nothing, Believe no one, Challenge everything. This is also sound advice however I love ABC Always Be Closing as my first go to. Not only in sales but ABC is used all through my daily life when appropriate. Let me share a quick story. When I met my beautiful wife I immediately said to myself "ABC". I am going to marry that woman, and I proceed to court her into a life long marriage. ABC is powerful and I use it all the time. Now lets talk about ABC in sales. WOW!! As I walk through my selling days, ABC keeps me focused on the end result. It is a barometer on how I should best use my time and resources. On a daily basis I am always moving towards closing "the deal." If so then I am being efficient for everyone that is involved in the sale. For me sales means serving people and that leads to financial freedom. One of my goals. So if I am to meet my goals then I focus on closing. No time to waste. When I wake, I do not forget to pray to God because he did not forget to wake me up. Secondly I grab my forecast off the night stand and thirdly and not lastly ABC. Are you ABCing it? If so, excellent. You are on your way to living in your castle if you so desire. The castle is out there, it is just waiting for me to take occupancy. As I mentioned, I am declaring it, someday I will!
"Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111". tankdieselsales.com  Let me share a life experience. I was speaking with my son's Godparent Shanan the other day. I was venting that some close friends were not returning my calls. This was going on for at times 6+ months and it was bothering me. In my mind I was searching for reasons why they would not call me. What a waste of my valuable time. To be exact it was 3 of them and I could not get a return phone call to save my life. When I started to share this concern with Shanan he quickly stopped me and shared the Bill Gates garage story. He said "Paul, when Bill dropped out of Harvard he could not get his former classmates to return his calls. They had no use for him anymore. The same maybe true for you. What you thought were close friends have no more use for you now that you are venturing into your own successful business. They are looking out for themselves, they don't care about you. Get that into your head Paul. Bill did not let the distractions become a disruption. He kept plowing ahead with the building of Microsoft. Now when they call him he does not even remember them". Great story and lesson for me to not let anything derail me from my dream of building TankDiesel into a powerhouse. TankDiesel is built to serve others in reaching their dreams, one being financial freedom. What a great purpose. Those friends, so I thought, who will not call me back are now in my rear view mirror. I have deleted their contact info. The garage is where I will be until I am done, and of course I will never be done building tankdiesel. Shanan thanks for the great share.
'Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.' tankdieselsales.com  One day earlier in my career I was having a bad selling day. I was working for an IBM Baxter company called IBAX. We competed with EPIC, Cerner, McKesson. I lost a deal that I had worked on for 18 months. Long term selling cycle. Selling hospital information systems worth upwards of $5M+. You had to be patient along with never taking your eye off the ball. I should have won the deal but I was not willing to do the uncomfortable. There is a saying that I have in my office. "You cannot find what you do not seek. You cannot grasp when you do not reach. Your dreams won't come up to your front door. You have got to take a leap, if you want to soar." I was not soaring, I was coasting. Doing just what I needed to to get by. Well losing a $40k commission made me do a self assessment. The answer was to turn up the volume. Selling requires 100%+ dedication to processes that work. I realize that I could not skate by and become the best selling executive in the nation. Time to do the uncomfortable. Slow down, strategize, cold call for leads. Oh how I hated to prospect. I needed to cover all my bases. I decided to learn Miller Heiman blue sheets and work the hell out of my opportunities. That is tough work. Invest in the process and watch the returns. Get up early, take care of myself, full body, mind, spirit. Follow up with all my prospects on a daily basis. Dig into the weeds and cover all the bases so that I win every deal I enter into. I started working around the clock. I was kickin it man. Every part of selling for me is not fun but I realized that when I lost that deal I got exactly what I put into it. I am a true believer that what I put out is what is coming back. My efforts are ferocious and herculean at times but that is what it takes to be the best sales executive in the nation. Are you doing the maximum to succeed? Are you going outside the comfort zone and doing the uncomfortable? It is hard work, not all fun but the results lead to a large bank account. Strategic, disciplined selling leads to success and for me success has its rewards.
'Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.' tankdieselsales.com  Ever been fishing? Sure you have. If you are going to do it right it requires a fair amount of pre planning. For example you have to decide where to go, where to park, make sure you have bait, fishing pole, tackle, appropriate weather clothing, food if you are going to be there for a long time, etc,etc, etc, the list goes on and on for some, more than others. The bottom line is that it takes a fair amount of pre planning time before you drop the line in the water. They say, G. Washington spent hours strategizing on how to cut down the cherry tree that took 5 minutes to drop. When it's time to sell I spend the appropriate time strategizing, planning, preparing, role playing, etc before I execute my Plan A. How many times have I been burned by rushing to action? Over the years I have learned to slow the motor, step back, learn and plan. The execution goes smoothly more times than not when I invest time upfront for strategy. It may take longer before I execute, that is where patience comes in to play. Patience is a strength in sales and may be viewed as being slow, lazy. NOT, Being an assertive, move forward, go go sales executive, requires discipline to plan, develop, review, review, review then execute. So remember, champions are the master of the fundamentals. The top of the line sales executive has mastered patience and certainly knows how to take the time to strategize before execution. You better believe that the sales executives from these top airplane manufactures have patience in their blood:
Airbus, Boeing,Bombardier Aerospace, Dassault Falcon, Embraer, Gulfstream Aerospace, Pilatus Business Aircraft and Textron Aviation. When selling mega $$ million 747's you better have a sound bullet proof strategy. You don't get many chance to sell a fleet of planes to Delta, United, Southwest, etc. They are not buying them every year. Keep your fears to yourself but share your courage. Have the courage to put patience into your life. The return will be rewarding. Plus remember, don't fish where it's nice to fish, fish where the fish are. 'Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.' TankDieselSales  I just read an article that says "80% of American's hate their jobs". Wow, I did not know it was so high. I am blessed that I love what I do. I do not sell to live, I live to sell. Seriously I enjoy serving others so I am in the 20% category. The reason why I love what I do is that I have a DNA that produces accurate and timely sales which leads me to success. Closing business is so rewarding in so many ways. Let's talk about successful selling. ATL companies such as Coca Cola, SAP America, Waystar, VeriStor Systems must have excellent sales organizations to compete and stay alive. They are at the top of their industries. It is not a sometime activity. You sell or you die. To be in the top tier of selling I always do more than my competition. I know my selling system works. I've seen it work for literally hundreds, thousands of sales executives. They now have put themselves in a position of financial freedom. Good for them! They have worked the system through discipline, organization, attention to detail, timeliness and passion. They stamp their work with their name and that stamp is sacred. In sales reputation is everything. I realize that I am capable of being successful each and everyday, but when it gets tough, I slow down, take a deep breath and ask myself, do I have the guts to fail? If I don't fail I am not trying. I move forward with passion, not afraid to fail because I know that life will give me what I ask for.
Take Away: Do you have a proven selling system that is providing you financial freedom? If so great, go to the ATM. If not, look for a winning formula and go create a Hugh $W2$. It's waiting for you. 'Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.' TankDieselSales  I have only one body so I better make the most of it. Right?!! My dad respected his body, physically, mentally and I added spiritually. He used to say if you are going to go up against the big guys you better be better than them mentally and physically. Up early, exercise everyday of the week, no exceptions no excuses, balanced diet and of course spending quiet time with my maker. In sales you must be disciplined in all areas and that includes taking care of yourself. For me to be successful I need to be running 100+% on all cylinders. I get up at the crack of dawn 7 days a week, walk 3 - 5 miles, push-ups mwf, squats t,th,sa. Sunday rest, stretch, eat well and to bed early. It is important that my body is performing at the highest level. Spiritually, I am with God all day long, reading scripture, praying and meditating. Mentally, I practice sound thinking, never letting my thoughts get ahead of me and of course thinking things through so that I prevent emotional decisions that could harm me and most importantly others. Are you taking care of yourself? Do you feel that you are maximizing your talents of sound body, mind and spirituality? If so great keep it up because life will return what you give it.
'Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.' TankDiesel  I once heard, successful negotiations is letting people have it your way. What an impact statement, powerful. Sounds like McDonald's or the NFL when they are negotiating with ESPN for a lucrative TV contract. When I go into a negotiation the most important component is knowing what their goal is. What are they looking for and why? I then define my goal, assessing constantly as the negotiation process proceeds. It is important that it is a win/win environment. There are many small gives that I offer up along the journey so that they feel they are receiving. It is important that they feel kindly towards me and this happens when i do not play hardball but I logically play to what their goal is:
How are your negotiations going? Are they win/win? If so keep it up, good job. 'Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.' TankDiesel  When I first learned about S.M.A.R.T I was in favor of the logic. How would I apply this to sales? Well this is how I do it.
S - Specific. For me the quota needs to be as clear as a newly Windex polished piece of glass. Absolutely no gray in the number. Whenever I received my quota it was binary and I embedded that number into my daily life. My quota was never an approximate number. I demanded clarity. Once I received my specific quota I was off and running. M - Measurable. Hitting my daily, weekly, monthly, quarterly and yearly quota was measured daily. My sales quota is a specific number so I know exactly where I stand everyday. Literally the first thing I do every morning is look at my pipeline and year to date results. Once I look at those numbers I know exactly what I need to do today. A - Attainable. I find ways to make things attainable. Putting strategies into play, applying ferocious work ethic and at times herculean efforts to hit quota makes my number attainable. R - Relevant. Meeting and exceeding my quota requires 100% focus on relevant actions. All my time is focused on scoring big. Distractions are not allowed as I stay laser focused in my journey to be the top producer. If it is not relevant to sales then I do not have time for it. T - Timely. I am passionate about this one. As stated in my winning formula culture blog, being timely is a critical component of being successful. Being on time means being early. This one is simple but not easy for many. However, I can assure you that if you are timely in your deliverable you will be unique. Trust me on this one gang. Most people are late and lazy, they are not willing to put in the extra effort. Additionally, being early has always produced a positive result. There you go. In sales when I am S.M.A.R.T I have the advantage. Apply the principles of S.M.A.R.T and see your career skyrocket. TankDiesel  Good Monday to you. A number of years ago I was reading the book Green Eggs and Ham to my beautiful daughters and I thought, "what a great sales book". Ever since the first read, I have not stopped applying what Dr. Seuss was sharing, do not ever give up on your dreams. What a valuable lesson! Sam applied his ferocious work ethic, went after it and succeeded. He never once let up. He succeeded through his failures. My passion for this book has encouraged me to bring it to every new client of mine and spread this winning culture within the sales organization preferably the whole organization. As the reader finds out within the book, sales is simple but not easy. You have to be willing to try various strategies and never take your eye off of your prospect. Within the book Sam does a great job of this. Enjoy the read and I hope that it positively effects not only your sales but your life.
"Our sales training creates a culture that delivers measurable results. For more information. cal TankDiesel at 678.665.1111". TankDiesel  Paul knows that champions are masters of the fundamentals. Discipline, organization, attention to detail and timeliness. These attributes along with proven processes have made Paul’s system drive positive sales results. He knows that a sales executive is always thriving to reach financial freedom and his system has provided financial freedom for many.
Paul’s training methods draw from his proven successes. He can assist in unlocking the full potential of your sales team. Experience new and sustained growth by building, educating and fueling a highly effective sales organization. He can relate to your sales team because he has faced the same challenges they face daily. 0 Comments 'Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.' TankDiesel |
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