The Pavilion Podcast
The Pavilion Podcast

Episode · 7 months ago

Ep 183: Kicking Off A New Sales Year w/ Tom Alaimo

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Ep 183: Kicking Off A New Sales Year w/ Tom Alaimo

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

Alright everybody, thank God it's monday. Welcome back to the Pavilion podcast where revenue leaders come to learn the tips that tricks the tactics that they need to be successful in their roles. I am your host Tom Alamo, They call me Tommy Tahoe. I work over at dong. Um so welcome back to this session. I've actually got a different type of episode for you all today. Um I have a solo episode, so it's just me, no interview this week. Um I talked for about 10 or so minutes around the topic for how salespeople can kick off their year to a really strong start. Uh it doesn't mean a New Year's resolution. Um it probably does mean you're back at zero on your quota. Unfortunately, just like I am. Um but just some tactical tips for how we can kick off the new year well and get after whatever our goals are. Um so especially for sales people, I think this, I hope this is going to be really helpful uh and something that you can use, you know this week and take into the field with you before we get to that I want to give a quick shout out to our sponsor of this podcast Chopin Chopin is a global leader in revenue, enablement technology to some revenue enablement means making sure your revenue teams have access to the right content at the right time to us. It means helping revenue teams create rich experiences for buyers, engaging whole buying teams in virtual deal rooms and using data insights to spot intense spikes, improve marketing content and conquer the world In more than 50 countries, customers rely on the show pad revenue, enablement platform to build collaborative experiences, buying teams, love, so opportunities turn into revenue faster. Show pad has been named a strong performed by Forrester's Wave for sales content solutions, recognized as a top 10 software company by G two enlisted in Deloitte's fast 50 learn more at show pod dot com. Um before we...

...get to my content, I just want to make a quick note. This was pulled from the podcast that I run on a weekly basis called millennial Sales. If you're in the sales world, if you're trying to level up, I highly suggest you check that out as well with any comments or feedback. Hit me up on linkedin. My name is Tom Alamo and now let's get straight into this week's episode. Alright, everybody, welcome back to the millennial sales podcast. Happy 2022, it's your host, Tommy Tahoe Olmo, Episode 2 68. Let's get into it. We've got a lot to catch up on. I took the last few weeks of the year to focus on a few things, one closing out the year. Um sales wise, we'll get into all that, spending some time for the holidays, have my sister's wedding on New Year's Eve. So I got into a lot of stuff. So thanks for joining us on the show where young sales people come to build their sales careers. Um got a solo episode. Today, we're gonna talk about new year's resolutions or a lack thereof. Let's talk for a minute about closing out 2021, ended up closing for me, the biggest deal that I got all year on December 30th or 29th, which sent me to presidents Club. So it was a, it was a great send off. Um obviously it took the last few weeks of the year to not do any podcast kind of gear up and get ready for another great year of this show and bringing some new things to the table, both written And uh, and on the podcast and on YouTube. I'm gonna have a stronger presence on YouTube here coming in 2022 as well as more writing a lot of good stuff coming on the way. So stay tuned for that. Um, the topic for today is, is New Year's resolutions and I think a lot of people come in, you know, close out a year, come into a new year um, with...

...resolutions or with thoughts of things that they want to get better at or improve on or stop doing. And it's usually, you know, the, the old joke is people that, you know, go to the gym for the first two weeks of january and then Don't go the last 50 weeks of the year or they cut out sweets for nine days and then give up whatever it might be. Um, we want to avoid that, if anything, what we want to do really going to go in three systems one, do a year end review of how everything went last year, Number two, do a look ahead for each of the different buckets of your life. Sales being one of them, your career being one of them rather. And um, and all the other ones, we'll talk about them all. And the third, what are some slight tweaks, ideally habits that you can change or tweak or build upon that are going to make a lasting change. It's not going to be something that, you know, burns you out in a couple of weeks or in a couple of months, but it's something that can really significantly change the course of your year and henceforth your life. So the first step that I do is I always do a year end review, I do a few things. I look back on the year of, you know, the goals that I set the ideas that I had going into the year. How did I do um, in the main buckets? So when I say buckets, I think everyone's got different ones, but for me, I've got seven, right? So there's the finances, there's business, there's my creativity, which is what we're doing here with this podcast, There's health relationships, faith and then learning slash living. Um, and so I, I know some people have, you know, two or three or four. It all depends on the verbiage you used and what matters to you, but doing a look back and giving yourself kind of a grade more or less of, how did you do in some of those areas? I think everyone, if you're looking at objectively you probably have some areas where you knocked it out of the park, maybe you were an A or an A plus or a minus and you probably have some have a few where you were A C. Or maybe...

...a. D. Or maybe even an F. And I think it's good to congratulate yourself on the things that you do well on, but it's really about awareness, it's really trying to get an understanding of every year is different. Some years you're making more money, some years you're focusing more on family, some years you're working on your health or your relationship with God or whatever it might be. And so every every year is I think a lot different and so trying to understand what did things look like in last year. Um Kind of judging yourself on that, being aware of it, writing down some key moments. Another thing I like to do is look through all my pictures on my phone from the last year because it it's easy to look at the year and you kind of have recency bias of thinking everything that happened in the last month or two. That's the whole year, but you forget about that trip you took with your family in february or you forget about that amazing hike in april or when you got covid in May and you know, you're out down for the count, you kind of forgot about that or whatever it might be. So I go through all the photos right down some of my favorite memories and things that I did in events and habits I picked up and people I met and things like that as well as the negatives, you know, people that I spent too much time with ideas that were holding me back, things like that. Um, and so I think for for me, I I write that up in my notebook. Some people like to type this out, some people like to talk it out, some people just keep in their heads. So whatever works best for you, I definitely recommend at least writing it or typing it out because there's a lot of connections that your brain makes when you actually put something on paper or on virtual paper, I guess the second step now is trying to visualize and figure out, you know, where do you want to be a year from now? And I'm definitely not here to coach on all the different aspects of life. I'm happy to share what I do, but specifically for your, your sales and, and for your career, you know, the new year is definitely a time where you can reflect on, on those higher level goals, you know, do you want to have a new earning threshold, right? Do you want to break through to make six figures or, you know, 100 and 50,000 or 300,000 or...

...a million dollars wherever you are in your career? Um Do you have a spending goal or an earnings goal that you have? Maybe it's something related to a promotion internally at your company that you've been kind of elbowing for and and setting yourself up for. Maybe there's, you know, I just saw on linkedin today there's, you know, dozens of people that I'm connected with, landed a new job, so maybe there's there's a new job that you want to check out, Maybe it's at your company, maybe it's at a different company, Maybe you're not quite sure yet. Maybe it's a completely new career move. Maybe it's a side hustle that you want to launch a podcast, a blog, a product of course, whatever, whatever, whatever it may be. I think it's important to spend some time reflect, think about, you know, really like 123 things in each of the buckets that you care the most about that if you were, you know, sitting on New Year's Eve This coming year in 2022, that you'd be happy that you'd be proud that you accomplished if you didn't get anything else done except for this one thing or two things or three things and that was it. You'd be more than pleased with that result and I think you got to take some time to do that to write that out when you're thinking about just for your sales career, let's, let's niche this down a little bit. Um, you want to set targets that are a lot larger than whatever your company is telling you, whatever your company tells you your quota is for example, that is the reasonable amount that someone in your position should achieve to hit the earnings target that, that they give you your on target earnings. So whether it's an amount of meetings you said as an SDR amount of business you close as an A e um, some other metric that you're held to as a sales manager or an enablement manager. My, my thought has always been to uh, roughly try to double that. And um, I almost never get that goal. But I also, I always, in the...

...past have gone above 100% because I've shot for 200. So this past year I got like 150 and so yeah, I didn't hit the 200 gold, but I still kicked a lot of gas and so if I only shot for 100 I was never going to hit that 1 50. So I do think whenever your company is giving you, uh related to the goal that you care most about and hey, maybe they're giving you this huge sales target and sales is just not the place that, that you want to focus right now for this year. Maybe you want to get a new job or maybe you want to dive into enablement. Well then you need to set a more audacious goal in that bucket, right? So you're following me. Um, you want to set a goal for each of those buckets. And then the third thing that I think is probably the most overlooked because it feels good psychologically to set goals, You're visualizing yourself, you know, kicking ass and taking names, getting into all these different levels. The hard part is actually doing it right. If all you had to do was write it on a piece of paper, everyone would be, you know, billionaires with six packs, but that's not how the world works. The most important part now is trying to understand how do we get from point Z and we're here at point A and how do we go to POINT B and C and D, etcetera? Right. So we know we have the end in mind, we know where we are today. We know what the gap is. Let's just, you know, use an example of, I made $100,000 this year and let's say I want to bump that 250,000 and so I need to get 100 and 50% of my goal. my sales quota goal and in order to hit that we're using round numbers for the sake of this. Well I'm not just going to get to 150 doing the same things I am today, I either need to do one of two things. Either need to do a lot more of what I'm doing right now, higher quantity or I need to do a better job of what I'm doing right now, higher quality. So I either need to, you know, in the example of an A. I either need to just you know, have more deals, have more opportunities, make more calls, send more emails which I can do. I can work an extra hour a day or two hours a day...

...or whatever it might be. Or I could have a higher conversion rate. So if I have the same amount of opportunities, maybe I need to close five out of 10 instead of four out of 10 or six out of 10 and said three out of 10 or I need to you know, convert a certain percentage of my cold calls into meetings that's higher than I have now. So I'm not making more calls, I'm just doing a better job ideally you can do both right, you could work a little bit harder and you can work a little bit smarter and more skilled. I think the more you work often in your first few years the skill develops and you're actually able to do more and less time as you develop that skill. So the best way I know how to do it is to break it down into even a math equation. Right? And though um you know, get the excel doctor, get your calculator out and understand how many meetings is it gonna take for me to get to an opportunity and how many opportunities are going to take me to get to a closed deal? How big is that closed deal? And how many deals do I need to close for the year? And by doing that, you can kind of break down the math to say, all right, if this this is all the math Then in order to send the 50 emails that I need to book a certain amount of meetings that then lead to the opportunities and deals. I need to actually send 10 more emails. So I need to work one extra hour per day, let's just say um and you can back that into create habits. So once you have your maths that you can create a habit uh relatively easily, I like to do it in a in a three step process. So James clear breaks this down in his book atomic habits. There's there's three hours, right? There's there's um I'm forgetting the first star, but there's three steps. Uh So there's the the step that kind of like alerts you that a habit should happen. Then there's the actual habit itself and then there's the reward for the habit. So if you're brushing your teeth for me the habit is I get out of bed usually from my alarm clock, but I always get out of bed. Then I go to do the routine which is to brush my teeth. And the reward for that is that one. I've got a clean mouth and two I go get a cup of water and start drinking water because...

I'm thirsty in the morning. The same thing could happen if you need to Build up a new habit of making an extra 10 calls, Starting your side hustle whatever it might be you build that into. Let's just say it's the beginning of your day at 8:00. That's the first step. The second step is your new habit. So maybe that new habit is I'm gonna spend 30 minutes um writing content that I'm gonna post on linkedin or writing content for my blog just as an example. And the third step is a reward. How are you going to reward yourself? It could be something as simple as taking a social media break, grabbing a cup of coffee, taking a walk, calling a friend something that you find enjoyable doesn't have to be big. It can be as small as really is going to make a difference for you. And what that does is psychologically it teaches your brain that the thing that I just did was worth it. The reason I brushed my teeth was not for the brushing of the teeth or because it removes plaque because mom, my mouth feels good. And then I got a glass of water that I really wanted. So I've taught my brain that when I brush my teeth it feels good. It makes me feel clean and I get to have a water afterwards. The same thing with if you need to make that extra call or send that email or spend some time writing content or doing whatever you gotta do, have something that queues it up, do the actual routine and have a reward over time. That'll lock it into your brain and it'll be it'll flow into yourself subconscious that allows you to do it without even thinking about it. So um all in all, what do I say? I think for some people, resolutions are great. I have a friend that's got one or two, he was telling me about the other day cutting things out. You know, I'm not going to eat fried chicken this year, right? I'm not going to drink alcohol this year. I'm going to exercise for 30 minutes every day this year for some people that works really well for others. It doesn't work as well. So I highly recommend doing what works best for you. If it's a resolution, do it, stick to it, right it put it on your...

...mirror, otherwise try doing a year end review and try doing the long term vision and setting up the habits that are going to help you get there again. I'd highly recommend checking out atomic habits by James. Clear. Alright. Thanks for checking out that episode of the Pavilion podcast. Again, this episode was brought to you by show pad. You can check them out at show pad dot com for more on me. I'm tom Alaimo hit me up on linkedin for any questions, comments, feedback or if you'd like to be a guest, hit me up. Otherwise, I'll talk to you next week. Peace if you see.

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