As sales leaders and sales professionals, we are constantly planning and thinking of ways to increase the revenue generated from our self and our sales team. The typical question you might ask yourself is:
“What can I do this month to grow my team’s MRR to $20,000 in sales?”
Though this is a reasonable question to ask, it’s short term thinking that is only focused on “I”. What “I” can do. Asking yourself this type of question generally only produces small or incremental gains, 5% here, 15% there, etc.
I learnt this from my business mentor, Mitch Harper, a serial entrepreneur who’s an 8x company Founder.
In contrast, long term thinking is all focused on “who”.
The key to 100x revenue growth from your sales team is all about asking yourself empowering questions that begin with “who”. This will help focus on long-term outcomes, not short-term quick wins and incremental gains.
As a SaaS sales professional, I know first hand had challenging it can be to consistently hit your quota month after month. The sales reps that hit and exceed their numbers, have certain daily rituals and standards that foster their success. In order for you to help each member of your sales team to hit their required monthly numbers, here are 3 proven tips:
1. Keeping a daily journal
Top sales performers set daily goals. Encourage each rep on your team to maintain journal and record 1-3 specific goals that will force them out of their zone. The reps at my company that are crushing their quota each month, all write down their daily goals.
2. Cultivate a mentorship program
Birds of a feather, flock together. Another proven way to get more of your reps hitting their numbers each month is to implement a mentorship program within your sales team. A simple way to do this is to first identify the top 20% of your reps and ask each of them (or only those looking to grow as leaders) to select an average or below-average rep as a mentee. The mentorship relationship should last for a minimum of 1 month,
Hi, Ian here! I am the founder of Abbi. I'm passionate about tech, SaaS and sales. This blog is my way to share my knowledge, experience and advice with other tech sales professionals.