Good morning, Relentless Fam! Happy Monday! đȘ
Hope you had an awesome weekend!
With only 3 days remaining in the month and quarter, itâs time to close Q3 strong and SPRINT into Q4 with the Big Mo: MOMENTUM!
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A quick thought on finishing Q3:
If youâre within reach of hitting quota, do everything you can to exceed your sales plan.
Never, in my opinion, hold revenue or wins back for Q4 if you havenât exceeded your Q3 plan.
And remember: Your best customers are your existing customers.
Start there. Make the ask. See what possibilities exist to close the opportunities youâre working before EOD Wednesday.
You never know unless you ask. đ
One important caveat: Never burn a long-term relationship for a short-term gain.
But donât let that become an excuse not to engage either.
Sometimes, because weâre so close to our deals, we convince ourselves that making the ask will somehow âhurtâ the customer relationship. Thereâs a way to ask that respects the customer, protects the relationship, and still allows you to do your job.
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Now, jumping into todayâs thought...
As many of you know, Iâve been a quiet Florida Gator fan for many years. I know... I know. đ
Since I graduated in 2009, thereâs been a lot more mediocrity than national championships.
But our new coach, John Sumrall, has me excited.
He recently shared something that I deeply believe about leadership. Check out my Instagram Story and give it a watch (click here)..
When taking over a team, he asks his players two questions:
What are two things you want to KEEP?
What are two things you want to CHANGE?
I love that. How about you right now in sales? What do you know you are doing well and in what areas are you lying to yourself and need to change??
Take action this week.
More importantly, what coach also said on College GameDay was:
âGreat teams are player-led.â
Itâs their team.
I believe thereâs a powerful lesson here for sales leaders, too.
Yes, leadership in business is different from coaching college football. But the principle carries over:
Develop your people. Trust your people. Give your people ownership.
As Iâve said before:
Develop Your Team Captains.
Every great sales team needs people who influence the culture when the manager isnât in the room.
People who raise the standard.
People who encourage teammates.
People who hold others accountable.
People who lead without needing the title.
As leaders, our job isnât to create teams that are completely dependent on us.
Our job is to develop people who can help lead the team with us.
And if youâre an individual sales contributor reading this, STEP UP.
Talk with your manager, leader, or boss.
Ask them:
âHow can I help influence this team and help us win?â What can I take off your plate? How can I lead better?
We need you!
Great teams arenât built by one leader.
Great teams are built when everyone takes ownership.
Now go FINISH STRONG this week and carry that momentum into Q4!
// S T A Y. R E L E N T L E S S //
-Jon
What to keep improving?
đ Join the Relentless Sales Community and connect with sales professionals committed to getting better. We have an awesome community!
đ Pick up your copy of Relentless Sales and learn the principles to build a successful, sustainable sales career.
đŻ Take THE HUNT â this is my personal playbook and selling SYSTEM to help you WIN and continue to strengthen you game (Check it out!).