Hi Friends,
Here is your end-of-the-week insight into what I see going on in the business world, what I’m thinking about, and what I’m learning about. Forward anything that you feel inspired to share.
This week I had some very frank discussions with a few AEs. One in particular asked me for advice on how to motivate themselves to get their calling tasks done during the week. They had not hit their call goals for a few weeks and their pipeline looked dry.
They had done the math, and it was clear that the drop in their call volume had not been offset in any significant way by any other metric. They needed to make the calls. Every quarter where they had hit their revenue number, they had also hit their call number.
My simple advice? Don’t give yourself any grace.
I was not joking.
There was no alternative.
“Don’t give yourself any grace. If you don’t get yourself back on track and hold yourself accountable to getting back on track, you never will. So, for right now, because you are off the habit of making your calls, don’t give yourself any grace. No cheat days!”
I am a firm believer in Occam’s razor for sales. The simplest answer is usually the right one. For this particular AE, the answer was the calls. Once we arrived at that answer, the question became, “Do they really want to hit their revenue goal?”
I am not a big fan of pets at weddings, but I make an exception for a llama. For more pics, go here.
After a long week, I needed to do something mindless. Thus, I watched The Beekeeper this weekend. It is the latest Jason Statham movie. It. Does. Not. Disappoint. It is ridiculous, full of killing, and non-sensical—and I would watch it a million times if it came on a million times. If you want an escape and don’t mind the occasional finger being cut off or metal rod through an eye, this is the movie for you!
The Chesapeake Bay Bridge is 4.3 miles long and 186 feet up from the bay. It can be intimidating and scary. In fact, I have a family member that one time added 4 hours to their trip just to avoid going over the bridge.
There is an intrepid entrepreneur that makes six figures a year driving people’s cars across the bridge. Pretty awesome!! Check out this tweet.
"Success is not owned, it's rented. And the rent is due every day." – JJ Watt
You can get weekly helpful information for sales professionals by following my company’s Maestro Mastery blog here.
Let me know what you think about this week’s edition of Fuentes Fridays. Which section was your favorite? How can I make this better? Shoot me a message on LinkedIn @willfuentes.
Until next week!
Thanks,