Why wouldn’t I? Before I became a sales leader, I’d been making piles of money, working 30 hours a week, and going on lavish club trips as a sales guy. I learned the hard way… managing a sales team is freaking hard. I would have quit if I didn’t hire Steve Dark.
Because I was failing! Remember, just one year ago I was the veteran shining star sales guy, making piles of money. Things had changed, AND I took a pay cut to do this! I was not prepared for the task and I had to learn to be successful, fast.
My assignment was to double Western US revenue growth by 100% per year for the next 3 years. The plan was to take a team from 5 persons, down to 1 person, back up again to 36, in 3 years. It was a daunting undertaking.
Steve Dark was my first important step to success…
FORTUNATELY, ANSWERS COME TO THOSE WHO SEEK THEM
My first sales management lesson: You can be poor at some things and still be a successful sales leader. But you cannot be poor at recruiting, hiring and ramping. Bad hires, bad results; great hires, great results. My first year as a sales leader I had high cost of sale, high turnover and low results.
My first giant leap forward came to me in the form of Steve Dark. Steve was the first “A” player I had ever hired. His results were 400% times the average performance of my young team. He brought the whole team up! I started making headway on my numbers.
I knew then if I could crack the code on how to consistently hire talent like Steve, my life would change, and it did! Everything turned around including both my personal and professional life. I was back on the success train!
But success is elusive!
Then I met Max. He taught me the strategy and process of how to navigate the complexities of a large enterprise sale and to know early if I would win. It put me back on top again. More importantly, Max inspired me to become a world class sales coach like him. Time to change careers again to become a solo entrepreneur.
Little did I know what was in store.
I wrote checks for more than $100,000 to get started. I guess I really wanted to do this! It took me almost 6 months to secure the licenses, refine my systems, set up the marketing and be ready for my first executive briefing event. I’d practiced my executive briefing presentation for six weeks in front of friends and family. It was a Thursday morning @ 11:00am, all my work and money was going to be tested… would anyone show up for my first event that had so much riding on it? At 11:03 nobody was there, YIKES! But by 11:15 the room was filled, and I was on my way!
I made that investment almost 15 years ago and my only regret is that I didn’t do it earlier. Through imparting skills, experience, new belief systems along with strategy and tactics, I’ve consistently enjoyed seeing amazing change for my clients.
My core values are:
- Team first;
- High expectations of myself and others;
- Consider the person first, then the performance;
- Think big;
- Not perfectly, but always improvingly;
- Focus on the important before the urgent;
- Figure out the right things to do first, then do those things right;
- Opportunities are always disguised as problems.
My mission is to change the world, one enterprise sales team at a time.