by Dustin | Jan 11, 2019 | Mindset, Motivation
In my last post, I stated goals in terms of what I wanted to accomplish. 20 deals, and around 150k in commissions. I recently restated my goals in a LinkedIn post and found it much more inspiring. The difference is I stated them in impact I would make. Let me demonstrate: If a client signs up with me, I expect them to financially benefit by at least 50k whether that be through savings by reducing current costs or additional profit we can help generate. So if I’m able to properly quantify that on each deal, then helping 20 clients will save them a collective $1M dollars, which will benefit my community and local economy. Thinking that Im working on improving my local economy by $1M dollars excites me as much, if not more, than taking home an extra 150k. If I focus on the results and the impact, the money will follow. After all, your compensation is a direct reflection of the impact you make. Your homework is to define your goals in terms of the impact you will make. I look forward to seeing...
by Dustin | Jan 2, 2019 | Mindset
The New Year is upon us! Its time to implement goals you have set for your sales achievements for the year. Well, I haven’t set SMART goals for my business yet. So I sill use this blog post as an opportunity to do so. Lets start with what I have achieved last year: sold 11 Accounts for total annual recurring revenue of $15,289,366.48 ($393,340 in margin / profit)Made $28679 in up front commissions, added $821 in monthly recurring residual commissions. Sources of my sold accounts were: 4 company leads, 1 cold call, 5 clients adding or restructuring, and 1 internal partnership.Total opportunities were: 65 prospects / discovery meetings, 33 RFPs (51% conversion rate), 11 sold (17% conversion from prospect, 33% conversion from RFP). I am happy with these stats as they are much higher than company averages (38% discovery to RFP, 13% conversion from prospect, and 33% conversion from RFP). I fell way short of my goals that I set for myself this time last year. However, I aimed so high, I still exceeded 100% of my quota and am on pace to finish in the top 15% of our sales force and earning our annual incentive trip. My goals were 120 prospects (met 54% of goal), 60 RFPs (55% of goal), 20 deals (55% of goal), 150k in commissions (25% of goal). So to analyze all of this, I was dead on in my expectations of conversion stats EXCEPT for the most important metric, $ in my pocket. If a couple of deals went the right way, The commission $ would have rose significantly, and probably would have...
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by Dustin | Nov 12, 2014 | Mindset
In this video, Barbara Corcoran, from ABCs Shark Tank, shares what she feels is the secret to sales success, and the common trait that all of her top reps share. I saw this video today and it was quite inspiring. Ive been in the dumps lately not really knowing why. Someone posted this on LinkedIn and I really felt it. The biggest difference between her sales reps who make millions a year and those that are barely getting by is their ability to take a hit. Can you get rejected and not let it affect your positivity and your ability to pick up the phone? Well just so you know, Its been hard for me to pick up the phone for the last couple weeks. After seeing this video (and some other motivating things that happened in the office) I booked an appointment on my first contact. Wow, attitude really is everything! One of my favorite slogans in sales: Be happy for the no, you’re one step closer to the yes!...
