Energy4Sales

Sales Metrics, Management & Mindset That Matters!
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Registration for 2023's annual summit is LIVE here (please share with your team as well): https://bit.ly/Energy4SalesSummit2023

- Subscribe to our weekly Podcast: https://podcasts.apple.com/us/podcast/energy4sales/id1529777771
- Follow for events on LinkedIn: https://www.linkedin.com/company/energy4sales/
- Join Facebook Group for daily inspiration and sales accountability: https://www.facebook.com/groups/Energy4Sales
- Donate to American Cancer Society (they send a card in someone's honor for you): www.cancer.org/Energy4Sales

Connect with the Gang on LinkedIn:
Janelle: https://www.linkedin.com/in/janelle-rosenbaum-79b4a34/
Mark: https://www.linkedin.com/in/markstileslaw/
David: https://www.linkedin.com/in/sdavidoliphant/
Jeff: https://www.linkedin.com/in/jeffbajorek/
Andrew: https://www.linkedin.com/in/andrew-hooper-24064286/
Tswana: https://www.linkedin.com/in/tswana-sewell-7956979/
Suzanne: https://www.linkedin.com/in/suzanne-tinsley-wfg-88697070/
Talie: https://www.linkedin.com/in/talie-davis-weir-37a154109/
Parvathy: https://www.linkedin.com/in/pnh72/
Tim: https://www.linkedin.com/in/timehooper/

Sales professionals, are you looking to take your career to the next level? The Energy4Sales Summit is back! Please join us on the morning of September 17 from 8:30-11:00 am EST (Don’t worry. This event will wrap up before college football begins). Grow as a sales professional while also helping out a great cause!

Whether you're new in sales or an experienced pro, expand and grow your skillset and have some fun as well! Meet top sales leaders who are in the trenches doing it, and learn their secrets to success. We will be unpacking the importance of sales metrics, management, and mindset, and how they are the keys to growth and success.

Register today, and feel free to invite a friend!

Event Details:

- Coffee and Sales Roundtable with 9 Sales Leaders at 8:30 am EST.
- 3 Power Packed Sessions on Metrics, Management, and Mindset
- Takeaways and Exclusive Content on How to Lead and Win at Sales
- Event Wraps Up at 11:00 am EST

Registration for this event is FREE (a $225 value). We ask each registrant to consider donating to our partner, the American Cancer Society: www.cancer.org/Energy4Sales

Thank You to our Sponsors: Energy4Sales & WFG National Title!

About Energy4Sales: We believe that if you’re not having fun in sales, you may be doing something wrong! Sales can be a lot of fun when founded on fundamental principles of human connection. Making every connection count is imperative and it starts with our energy - how we show up. Either we’re distracted by all of the noise and not showing up, or we’re procrastinating due to a lack of confidence. We’re the premier sales professional accelerator that increases consistency, proactivity, and accountability in your sales process!

#Energy4Sales #DAFTSalesMethod #FunInSales #Sales #Salesforce #SalesTeam #SalesManagement #SalesTraining #SalesCoaching #SalesDevelopment #SalesLeadership #SalesTips

Sales leader and friend of Energy4Sales podcast, Andrew Warf, joins David & Tim to dive into where follow-up in the sales process really begins; and, how to do it effectively. Andrew shares that research ahead of time is necessary, but the visit is NOT a sales pitch, it's an INTERVIEW! Making the connection is key here: discovering what really motivates a person and makes them tick! Also, finding common ground! Curiosity is the #1 tool, or as David calls it, an "art", that you can leverage to build deep relationships! Team selling is critical as you discover ways to add value collectively — and tee-ing up internal introductions when there’s a better personality fit. Andrew challenges us to ask questions that get them to open up about something you didn't know or plan on. Know your subject matter well enough, do your research, and go in confidently! Identify with them what would be the best time to follow-up, and how? Then, the next step is as simple as, “Hey, during our last conversation, you mentioned ABC ... here's what I found out for you.” Pro Tip: use your CRM! In fact, email them a recap what was discussed and how and when you'll follow-up. Andrew states, “Confidence is knowing you have the RESOURCES as well as the ability to connect people with those resources - and being humble enough to say, ‘I don't know, but I know who does’!" Connect with Andrew: https://www.linkedin.com/in/andrew-warf-037a6244 Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

David & Tim unpack this thought, "without data, you're left with emotion, and emotion can lead to drama"! Are we proactively defining our metrics as a team and having the data pushed to us as sales leaders? If not, we're going off our gut and missing critical coaching moments as ALL activities aren't necessarily the right activities. Sales professional, get vulnerable and lean into the data + the accountability it gives you to grow and get better! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

Sales superstars never live at the low end of activity; they’re always far exceeding expectation ... and funny thing — it’s their own expectations that they exceed! Tim & David unpack what believing and exceeding metrics looks like, and share why we should all start hugging maximum instead of minimum! Why hang out at the bottom? Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

Happy New Years! Give your sales and business development teams a New Year’s gift by investing SPARK 2022 into them! March 15-16, it all goes down in Orlando! Registration is open: www.wfgspark.com Listen as Justin Stutz https://www.linkedin.com/in/justinstutz and Sam Trimble https://www.linkedin.com/in/samtrimble share the WHY of putting Orlando on your March planner! Register today: www.wfgspark.com WFG exists #BecauseOfYou ... we don’t compete with our agents; we coexist with you and THIS event will generate new ideas, new business, and fresh energy to your sales and marketing — all of which equal more traction in your marketplace and revenue to your bottom line! We guarantee it! Cheers, Tim & Andrew Hooper

Connect with Karen: https://www.linkedin.com/in/karengbowen Karen Bowen, Change Healthcare’s Culture Champion joins us and asks the question, “If you're not having fun, what are you doing?” You don't have to live painfully! Cultivating culture takes commitment! Company, Team, Individual! These must be ALIGNED! Ensure everyone knows your vision & core values! Cultivating culture begins with being passionate about it and realizing what you bring to it! Bad culture? Look in the mirror FIRST! Leaders, are we trying to make a name for ourselves, or seeking to understand what we're walking into, who we're leading, and how to help people find their role (their seat on the bus)? Observe! Speaking of remote workforce and engaging them with culture, Karen created the formula! The Satellite Lounge! What does it do? A satellite COMMUNICATES! Keep culture top of mind: - SWAG, - Video clip out there, - Personal emails, "Come Join Us In The Lounge", - Podcast: "Remotely Interesting" Even though watercoolers don't exist, have you created your "Virtual Watercooler"? Karen’s contribution to culture brought friends together! Their mascot, Lizzie, brought so much joy!! TAKE OWNERSHIP, START SOMETHING, & STICK WITH IT! Does your company allow, encourage and support the people trying to bring color to your culture?! Karen wraps us up with this powerful thought: “Culture isn't a slick slogan on the wall; it always has and always will be about the people!” Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

Connect with Brad: https://www.linkedin.com/in/bradbald/ Brad Bald joins us to discuss staying proactive in our sales & marketing communication by - finding a piece of value, - talking about it, - sharing it with the world, - creating attraction, and - following up with people connecting with it! Other perspectives he inspires us to think about: Don’t be afraid to INITIATE SOMETHING! Your sales career is what you make of it! Stay proactive in standing out! How do you communicate, what’s the experience you deliver, and are you picking the communication channel that's MOST effective? Stay proactive by targeting - 80/20 rule. Be choosy who you work with. Don't babysit the content. Content is king? Or, properly placed content is king! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

David & Tim flip connection on its head with this riveting question, “On a scale of 1 to 10, how would our client or prospective client rate our connection?”. We may think we’re connecting well, but are we REALLY, and what do THEY think. What’s their temperature? Hot? Cold? Warm? If we answer the question with an evidence-based approached and totally unbiased, we can then move from the “overly optimistic” stance many sales professionals take, and really dig into the why. Why haven’t I connected better? Why are they only at a 3? Also, David points out the power in having senior-level leadership ask a prospective client the question of how well the team’s been connecting with them. Further, how well are they connected with your company, solutions, etc? Again, by taking an accurate reading, we can focus less on the noise in our heads caused by the excitement that “this one person loves us”, and more on the reality that there are deeper levels to go within our clients’ organizations. “If we train ourselves to always look for the disconnects, we’ll in turn stay connected”, David shares. Listen in for practical ways to connect better, ask questions, discover how THEY want to be connected with, and in the end, turn the temperature up on connection that counts! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

David & Tim kick the podcast back off post E4S Summit with a riff on Extreme Ownership! Yep, we dusted Jocko and Leif’s book off and discuss what effective leadership looks like! Our lives and the lives of those around us are bettered when we stop making excuses, define what the next step to move us forward is, and then take action. From pipelines we need to dig into, to picking up the phone and making a call. Whether it’s someone we need to stop chasing, or a boundary we need to put on our time, a mindset of extreme ownership will yield massive results for any sales professional disciplines enough to prioritize & execute! David & Tim wrap up by encouraging accountability because it’s the glue that ties commitment to results! Buy #ExtremeOwnership and follow the authors here: https://www.linkedin.com/in/jocko-willink-260b289 https://www.linkedin.com/in/leif-babin-2a43b631 Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

American Cancer Society Donation: https://energy4sales.biz/ACS Energy4Sales Summit Handout: https://energy4sales.biz/Summit2021Handout Consistency: Craig (be fanatical about these 4 buckets) • hire the RIGHT sales reps • onboarding & training 30/60/90 days • consistently coaching our team • provide quality of leads Ryan • time blocking - sacred time lead gen and followup • time block - think tank blank slate • diversifying our kinds of touches (be the resources) • Resource touch points! Introduction to vendor, employee connection • Personal touches most important! • Frequency!! Whitney • practice makes perfect • consistently share the why — start with why and remind team of the why! Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

REGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit Jeff Bajorek, author of Rethink The Way You Sell, and fellow sales coach, brings his perspectives, experiences and insights on how to be a better & more effective sales leader! Underperforming sales reps indicate underperforming leadership. Jeff shares the power of 1 on 1 accountability meetings. He helps us recognize when someone is lost, lacking focus or burned out, and what we can do about it. We can pull out the standard “performance improvement plan”; or, we can have effective conversations! Asking our team mates the right questions while exemplifying empathy and urgency will get them on a much better path faster and generate better results. Connect with Jeff here: https://www.linkedin.com/in/jeffbajorek Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ or LinkedIn group https://www.linkedin.com/groups/12539994

REGISTER for our Sept 18, 2021, Virtual Sales Summit here: bit.ly/Energy4SalesSummit 💯Want to grow your sales and develop an energized culture? 💯Energy4Sales virtual summit has partnered with American Cancer Society to invest more consistency, proactivity and accountability into our sales teams while creating lasting impact! 🔥This value-packed Saturday morning is a time our sales teams can “get off the grid” with energizing, in-the-trenches sales leaders who will give insights & strategies to CHARGE into Q4 and 2022! 🔥Sales leaders & business owners, we’ve made it easy for our teams to sign up! It’s FREE with a suggested donation to ACS! Panelists & Speakers: Ryan Koppel Janelle Rosenbaum David Oliphant Justin Cook Craig Eggleton Tswana Sewell Jason Kron Carnell Elliott Todd Bowman Whitney McKinney Tim Hooper #salescoaching #sales #salesteam #leadershipdevelopment #realestate #healthcare #givingback Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ or LinkedIn group https://www.linkedin.com/groups/12539994

REGISTER for our Sept 18, 2021, Virtual Sales Summit here: bit.ly/Energy4SalesSummit We’re honored to welcome Ken Bernardo to the show as he brings a revolutionary idea and one that can transform your sales & influence. It’s “random acts of connectivity”! He’s a masterful networker and adds value to everyone he’s around — truly a person of interest! You can connect with him here: https://www.linkedin.com/in/ken-bernardo-b53725 Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ or LinkedIn group https://www.linkedin.com/groups/12539994

REGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit David & Tim discuss an often-overlooked coaching moment — contingency coaching. As sales professionals emotionally vested in relationships, it’s easy to get “happy ears” and imagine the best case scenario. By stopping and thinking through what’s most likely to happen, and even the worst case scenario, we equip our team to proactively mitigate what may actually lose them the business. It’s truly about asking better questions earlier on in the buying process and becoming a challenger sales professional who understands the budget, decision makers, entire context of their need as well as their timeframe. Weighting our pipelines so in addition to being tethered to the hot air balloon of optimism, they’re grounded in the facts of reality as well! This will better any organization’s forecasts and give clarity around action items in the buying process still needing to get done! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ or LinkedIn group https://www.linkedin.com/groups/12539994

Enjoy this deep discussion & executive-level coaching with Craig Eggleton as we dig into the Kartman Drama Triangle — similar to the Bermuda Triangle in that it’s a danger zone! Understanding how we may be operating in this zone helps us exit and take ownership. Be it at home, our business culture or clients we’re calling on, we often find this triangle taking place with 3 players: Victim, Persecutor & Rescuer. Coaching comes down to understanding what ROLE is being played in the triangle. And lest the pendulum swings to the other end of the spectrum of “rose-colored”glasses and we run from conflict, Craig shares finding the balance. In the middle, you find that “I’m ok; your ok”. We’re adults and can enhance our emotional intelligence toward healthy resolution. Craig shares 4 keys to exit drama and constructively take ownership to collaborate and achieve results together: 1st — ask questions instead of statements, 2nd — assuming we all want to get better. “Tune the world out and the person in”, 3rd — set expectations early on (define roles and understand each other’s communication style), and 4th — accountability. Commitments are kept and met. Hold a mirror up FIRST! You can connect with Craig here: https://www.linkedin.com/in/craigeggleton1 Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ or LinkedIn group https://www.linkedin.com/groups/12539994

David & Tim discuss one of the most important questions we can ask ourselves, “So What?” Why ask this? Because our prospective clients are ALREADY asking it! Every time we go to sell via phone call, voicemail, email, etc. our words must be ruthlessly relevant to THEM, not us! Jack Daly says people love to buy, they hate being sold! Do our communications pass the “So What?” test? If our scripting is “we are, we do, I this”, they probably aren’t! “Our resource is irrelevant until we map it to one of their problems!” People are busy. We can’t expect them to invest time with us; we MUST get to the point — THEIR problems — in order to peak their interest and earn a spot on their calendar. Be concise, be brief, use their name, get to the point, followup, and in everything, ask “So What?” before they do. Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ or LinkedIn group https://www.linkedin.com/groups/12539994

As sales leaders, are we accessible? Jason Kron, Businesses Dev. Manager & Attorney at BridgeTrust Title and good friend of the show joins us. He shares how people are yearning to connect, but the word is also wobbly right now. Do our teams feel we’re accessible to them. Do we think they know, or have we explicitly told them we want to get in the field, on zoom, in their goals and metrics with them? Loyalty, trust and results skyrocket when we do! Jason agrees there’s an Empathetic Urgency in us connecting with people, and he also coins Simplistic Urgency — getting back to simple, foundational sales disciplines. David shares there’s market share to be had if we do! Alex Goldfayn says the #1 killer of sales is fear, and if that’s the case, we as sales leaders have an opportunity to get in the trenches with our team to help them build and bolster their mindsets. Be accessible! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ or LinkedIn group https://www.linkedin.com/groups/12539994 You can connect with Jason here: https://www.linkedin.com/in/jason-kron-61085331

David & Tim discuss having fun in sales! “Don’t count the days you live; make the days you live count!” We believe that if you’re NOT having fun in sales, you may be doing something wrong! What does “fun” mean to you? We discuss enjoyment — did I enjoy today? Do I enjoy what I get to do? Do I enjoy working with the people I work with? Fun isn’t mindless nor whimsical; fun is being comfortable in your own skin, ability to be yourself, laugh at yourself, not take things too seriously, try new things, enjoying connecting with new people and being enjoyable to be around. Fun works best when leaders have a solid foundation (like our signature DAFT process) on which creativity can thrive! Avoid stifling individuality! You need everyone’s uniqueness to keep it fun! “Absorb what is useful; reject what is useless; add what is essentially your own!” — Bruce Lee Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

Connect with Thom : https://www.linkedin.com/in/thom-coats/   Middle Tennessee State University is dedicated to developing the “SOFT skills” in their business school students. Thom leads their dynamic sales lab program. No, they don’t have beakers cloning sales people. Thom describes it as more of a film-room in sports where you get to watch yourself play.   In your organization, when do your sales people practice & roleplay? Do you have a Film-Room?   Thom shares that everyone DOESN’T get a trophy – “there are no secrets in sales”!   He drops golden-nuggets in this show like:   -          “Don’t assume anyone else can tell your story like you can”. -          Avoid “showing up and throwing up” by FOCUSING on END RESULT (not everyone CARES about all the details. ie: IT, CFO, CEO, etc., so know your audience). -          If you don’t have a weekly 1:1 with your manager, go and ASK for it! -          Use a CRM (Hubspot used in MTSU’s Sales Lab) – you’ve got to know your numbers. -          Track your Sales Funnel! -          Read “Productivity Zone” by Thom’s good friend John Boyens   Thom’s graduates are trained on the SPIN Selling Process (https://www.lucidchart.com/blog/the-4-steps-to-spin-selling) and able to adapt to any sales organization – this cuts down on turnover as they know how to success. Did you know installing rhythms of sales roundtables/practice/training will also cut down on turnover as ROCKSTAR sales professionals realize:   -          The attitude/culture of your organization is “I want to help you” not “I got you”, -          You’re giving them the tools that empower them to do their job, -          Metrics are agreed to, and everyone is held accountable (inspect what you expect), -          You’ve created a safe environment – like a LAB – where learning doesn’t stop.   Note: executive training center at MTSU (Sales certificate for non-degree seeking sales pros):https://www.mtsu.edu/business/execed.php Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

Special guest Mike Fisher takes us back to the Fundamentals! Sales requires daily Vitamin D (discipline) to focus on the RIGHT activities! “What got us here worked so well, we stopped doing it” has to be one of this show’s biggest takeaways! When we fall into Self-Pity City, we have to shift perspective - No's AREN'T failures! The gals & guys who are out there selling A LOT are having FUN! Sometimes SUCCESS can be our greatest enemy. The fundamentals that got us here worked so well we stopped doing them! Look out! Example: Pre-call planning (10 minutes) is the EXTRA MILE. "There's no traffic on the extra mile!" Comfort Zone creeps in - we begin to take for granted the fundamentals! When we start feeling tension, it can be an indicator we need to re-up on #Discipline Goal clarity - our WHY - releases the fire in our belly! Our achievement drive often lies dormant. LEADERS - how are we encouraging our teams to take ownership? Do we have the fundamental of 1:1 check-ins with our team members installed consistently, or slack off when things are going good? The BIGGER picture is when we have the TEAM in mind - they’ve bought into the vision and we're working TOGETHER to get there. "Teams that share have more FUN!" People don't let people down, they let down numbers! Leadership hacks: Read! Night before - plan the day before it begins! Tension’s our Check Engine Light to get back to the fundamentals! Connect with Mike on LinkedIn: https://www.linkedin.com/in/integrityservicesfisher Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

Connect with Craig LinkedIn: https://www.linkedin.com/in/craigeggleton1 Email:  Craig@SalesBullpen.com Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ David Oliphant & Tim Hooper interview Craig Eggleton who shares golden strategies on energizing your sales team from setting proper expectations, addressing the cause and not symptoms of a problem, being crystal clear in our communication, and avoiding the flavor of the month. He goes deep into Discovering what motivates your team and yourself as a sales leader. He encourages sales leaders to surround themselves with other sales leaders, get involved in masterminds and not become an island. The Bono quote he shared really drove all of this home: “We thought that we had all the answers but it’s the questions we had all wrong!”

David & Tim interview Certified Business Performance Advisor with Insperity, Todd Bowman. Everyone's trying to find the right deal - Venture Capitalist or Sales Pro … it can be hard to say, “No”, but just as difficult not to prejudge a good opportunity. Looking at our PIPELINEs as Deal Flow: know who YOU are and are THEY a good fit. DEFINE who makes a good fit and do better DISCOVERY. The KEY? Asking good questions!! We asked Todd how far into a conversation he could sense a fit or not: 15 minutes in. His qualifiers: LINE UP, FINANCIALS & TIMING (timing is the moving target). Note: If they're not going to give you 15 mins, they won't give you 30. Everyone's got 15 to invest with you. IF YOU'VE ASKED THE RIGHT QUESTIONS ENOUGH TIMES, you know the standard responses. Challenge them when skirting a question. Get them to think differently. 2 QUESTIONS: How'd you get to where you are, and how does this thing end (5 to 10 years)? Spend time with the questions that make them GREAT, not just GOOD! That's what gets them EXCITED! And if they aren't excited about the great questions, maybe that's an indicator they’re NOT a fit. IF YOU'RE NOT SURE OF A FIT  - SLOW DOWN. Don't sell; teach! After the first 15 minutes, it’s really about engagement. Slow down to speed up! ASK BETTER QUESTIONS & BETTER UNPACKING OF THOSE QUESTIONS. When you end a conversation, try asking: OUTSIDE OF WHAT WE PROVIDE, HOW ARE YOU TRYING TO GROW? We can refer someone or provide a resource (Leave them better than you found them). Connect with Todd LinkedIn: https://www.linkedin.com/in/toddabowman/ Email:  Todd.Bowman@insperity.com Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

Are you just looking to hire people; or, are your wanting to hire the RIGHT people? Jim Collins said, “if you begin with the WHO rather than the WHAT, you can more easily adapt to a changing world!” David & Tim interview guest coaches Jeff Jamaleldine and Mike Noblin and discuss points like: 1. Looking for candidates who are moving toward as opposed to running away from something. 2. Is your culture attracting the right people? Are candidates values-aligned? Jeff shared his personal values of resilience, humble & hungry. 3. Do you have a process in place and use tools like DISC Assessments? 4. Changing our perspective! Less than 1/3 hire from outside their company. Thinking about bringing in different perspectives from outside your industry could be a game changer. Are you “Building The Bench” or picking from an existing bench of people? Are you just thinking about the human resource needs you have in front of you right now, or more futuristic? WHO will it take to accomplish your visions? As sales leaders and business owners, we need to ABR: Always be recruiting. Feel free to contact Coach Jeff @ (804) 638-8500 Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

“Systems & processes, systems & processes, systems & processes!” We can still hear Jack Daly’s voice reverberating around the auditorium of our Nashville sales conference! Yes, we’ve all been the “benefactors” of a lack of process at some point leaving us confused and disappointed! If we confuse, we lose! David and Tim stress the importance of INVESTING the time to begin with the END in mind and DEFINE, REFINE & SIMPLIFY the process so it’s repeatable in your sales. Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

We all know “that guy”. The person that calls you only when THEY need something. “Don’t be that guy” is an episode compelling us to think about becoming a GIVER instead. “If you may need them someday, then call them today.” Build mutually beneficial relationships and do life with people remembering Bob Burg & John David Mann’s quote in their book the Go-Giver, “Your influence is determined by how abundantly you place other people’s interests FIRST.” Sales coaches David & Tim unpack some practical ideas around becoming a “Go-Giver”. Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

It’s not what we do once in a while that changes us; rather, it’s who we are and what we do on a consistent basis! The “flywheel effect” is the culmination of consistent actions. But why be consistent?! Because it creates MOMENTUM in our lives! Coaches David & Tim unpack the nR + nP = M formula in this podcast. Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

Something’s not working? Try a small tweak. Or perhaps something’s working well? Try a small tweak to make it even better. Micro-pivots keep us agile and evolving so that change isn’t some BIG, scary, last-ditch effort, but something we’ve exercised on a DAILY basis. Don’t get stuck! Adopt a micro-pivot mindset! Coaches David & Tim unpack this. Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

What gets measured gets done, AND can be improved upon. We begin to find what really matters when we begin to measure our time investments in those activities. Knowing our metics — high-value metrics — will literally change the trajectory of our lives. Reach out to sales coaches David & Tim: THooper@WFGNationalTitle.com — let us know how we can serve you! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/