The Pavilion Podcast
The Pavilion Podcast

Episode · 2 months ago

Ep 226: Earn More Respect From Your Sales Leader With A Weekly Update

ABOUT THIS EPISODE

Earn More Respect From Your Sales Leader With A Weekly Update

Part of the TGIM (Thank God It's Monday!) series hosted by Tom Alaimo.

Are Everybody. Welcome back to the millennial sales podcast. Your host, Tommy Tahoe, is Monday the what day is that? The twenty one we're getting after it. got a solo pod going today. Before we get there, I gotta hit you with twenty seven seconds, seven knowingness to just take it easy, bear with me. If you like the show, please hit subscribe wherever you are, spotify, apple, Youtube, etc. In second, hit me up on Linkedin. Tom Alamo, work over at gone. Shoot me a connection request. Send me a message would you like? What do you not like? What kind of content do you want to see more of? All I'm trying to do is make this is valuable for you as possible. So let me know. Okay, and scene with that. I'm excited to get into a little solo content. A quick hit or for you this Monday hopefully add a lot of value. This is this is a tip that...

...has, you know, really stuck with me throughout my career, since I've learned it and made a huge impact, and I think one reason why sales people don't get as far in their career as they'd like or don't have a great relationship with their boss or their VP is because they don't have mutual respect, and there's a lot of reasons why that might be. I think one way to automatically earn respect with your sales leader, assuming that he or she is a good sales leader, is to make sure that you treat yourself like the CEO of your territory and that they know that. Okay, there's a difference between treating sales as a job and as a career. There's a difference between owning your territory as a, you know, something that is your own personal little business that you're trying to run and just try and hit your quota, the all of those and there's different things that you would do in each of those scenarios if this was really your business and your livelihood. There's different...

...things that you would do. You would treat it differently, you'd have a different passion for it. One main way I see that is throw a weekly update. Okay, and this is something that when I was at tech target, actually was forced upon me. Every Monday my vp would, you know, crawl everyone and say need your weekly update by by five PM, needs your weekly update, needs your weekly update, and what first was the bane of my existence became my differentiation point in a lot of ways with multiple different bosses, and ways that I stood out, in ways that I, you know, showed how much I cared and how much I knew about my business and honestly, caught them off my case a lot of the time. Okay, this is because there's those there's always this dynamic and I've had some great bosses and it's not so great bosses, just like everyone has. But even with great bosses vpus, they want to know what's going on in all your deals. That's their job, right, and so sometimes as a rep that...

...can be kind of annoying because you're like, Yo, I got this, I got this, Bro like, I'm handling this, and they're like no, I need to know every single thing about what's going on in the deal. On January twenty six, you sent an email to Susie and you got this reply. Tell me about that. Like, you know, you got to check sales for us, you got to check the report. So this is a way to proactively get people off your back as well, which is side note. One reason I love gone to is because it also gets people off your back because they could see everything that's going on. So here's the week. Here's the weekly update. First step. Every week send this to your manager and an exact leader. So for me at gone, I send this to my boss and I send this to my boss's boss. Okay, I'd recommend that you either send it Friday afternoon, Monday morning or Sunday night. For me, typically it's on Sunday night. Sometimes it's first thing on Monday morning, but I like to prep for the week and I'll spend an hour or two on Sundays prepping for the week. This would be one of the things I do. I'll also lay out my goals for the week and...

...my to do list and things like that. So here's what you do. First, let's look at how the week went last week, right. How did you fare on the top three goals that you laid out? What were the key meetings that you had and the results of those meetings? Did you land next steps? Did you close the deal? Did they push you off? Did they go with a competitor, etc? What deals did you close, if any, and I have these, is kind of like headings and then bullets under them. What deals did you close and for what dollar? About or however you track that, and then other things that you did that week to improve in your craft. Did you read a book? Did you take a course? Did you join a John Barrows Webinar? Did you listen to this podcast? Did you mentor a new person on the team? Right? Did you come up with a new outreach sequence that you then sent to the team and slack? That made an impact? Right. These are all showing areas that you know essentially what you did in that week. Right, and then you include here the things that are that I'm looking at for the...

...week ahead. Right. So, first numbers the revenue that you have sold in the percentage to go for the both the quarter and the year. You could also do this for the month, if that's part of your Gig. Your one, two, three key goals for the week ahead. So this, this part, will probably be the one that takes the most time, because this is really for you. Right. You need to know going into the week what the one to three things that you care about that, if nothing else gets done, these need to get done no matter what in order for you to move forward, because if you don't have that, man it's easy to just get caught in the fucking bullshit of the week and you get onto these internal calls and you start talking to, you know, nondecision makers and you do your follow ups. Then all of a sudden it's Friday and you didn't really make any progress. Right. So those key goals could be I want to spend an hour each day prospecting. It could be I want to build two hundred Kan pipeline. It could be I need to map out and tie are all, you know, map out my tier one accounts and prep them. Could be a lot different things. Ideally, it's something that's...

...in your control. It's not I close a hundred thousand dollars. It's not, you know, things that you can't necessarily control, but things that are in your control and in your power to, at least most of the extent, to get done. You also put your key meetings for the week on the that you have already already on the calendar. You know what company, who it's with, what's the agenda for the call, and then any deals that you're expecting to close that week. So, and if you're one note, if you're an STDR, you should also do this, but you'd have to change the terminology to the things that you're focused on. So it might not be deals. It might be. Here are the how many calls and emails I'm going to send, or a new video prospecting technique I'm going to use, or whatever it might be. And so again, there's a few things that this does. One, it holds you accountable. Right, you are accountable to your key goals. You are accountable to your revenue, to your meetings, to your forecasted deals, and all you're doing is really the the nature of having an accountability buddy, in the sense that you're letting them know what's important to you, that you need to get this shit done and...

...that you are going to reply to that email thread, the same threat. I keep the same thread going every quarter and then it gets kind of to to, you know, combustion e, and then I restart another one. Combustion e not a word. anyways. We do that for about a month or for a quarter and then restart another one. So one that's keeping you accountable to that's keeping your leadership, you know, in touch with everything that's going on. It saves you time, it saves them time. They start seeing you in a different light as someone that can be a strategic person. And and third, you know, it shows you the log of everything that you've been doing, especially in that bucket up. What are you doing outside of your role to improve your craft, so that when you are trying to get that promotion, when you're going up for that raise, when you were going up for her a new job at another company, whatever it might be, you are keeping tangible evidence of all the things that you're doing. If someone sends you a message that you help them, if you took time to mentor someone. All of that, document all that Shit, because that's what's going to help you get to the next level. So try that. I...

...send it every week. Today's Monday when we're posting this, so you can do it today. If it's the middle of the week, you know, try it on Friday or try it on Sunday and then let me know. Here's your next step. Take Action Right, take action. Let me know. Hit me up on Linkedin. Toma lemo DM me let me know. Hey, I did the weekly update thing. I didn't work. It did work and you have a question. I need some advice. Whatever it is, I guarantee you, if you do it the right way and you have a sales leader that's, you know, worth anything, that this is going to change your relationship for the better with them and put you on a faster track to promotion. So that's what I got for you this week. Full interview. That's great. One coming on Wednesday. Until then, peace, keep getting after it. A talk would you soon.

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