The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast

Episode 52 · 8 months ago

The Mindset You Need to Hit Your Number w/ John Kaplan

ABOUT THIS EPISODE

If you’re coming off the high of making a great number last year or last quarter, you may be struggling with how to repeat your success. If you’re coming off a year that didn’t pan out as you hoped, how can you clean slate and make this year your best yet? John Kaplan covers the two mindsets he used when coming off either a good year or a year riddled with challenges. He shares tips salespeople can apply immediately to get prepared and plan for a successful quarter, sales cycle or year.

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Here are some additional resources on planning for a successful sales cycle:

- The Plan to Make Your Plan

https://bit.ly/3mlUvv9

- Crushed Your Number Last Year? Here's What You Should do Now

http://bit.ly/2OyrwHO

- Create Value for Your Sales Team [Podcast]

http://apple.co/3anlBOv

If you're coming off a good year, youshould have confidence that you know what you've been doing is working butdon't settle. You cannot let yourself settle. You got to look to up your gameand, if you're coming off a bad year, everything's up for grabs, you're listening to the audible, ready,podcast, the show that helps you and your teams sell more faster willfeature sales leader sharing their best insights on how to create a salesengine that helps. You feel repeatable revenue growth presented by the team offorce management, a leader in PTB sales affectimthis. Let's get started hello and welcome to the audible, ready,podcast, I'm Rachel Clatmiller. Thank you for joining us today and before weget started on our conversation. I'd like to ask you, if you like ourpodcast, could you please rate it five stars for us? Just do it right on yourphone. It helps people find us and it's really helpful as we try to grow thischannel of content if you're compelled...

...we'd, also love to have a few morereviews on our podcast page. Thank you in advance. Let's get started JohnCaplin joins me today: Hi John, Hey Rachel. How are you I'm good and I'mexcited about this topic because it comes from one of our own sales people,somebody who sells for us at force management and some of you out theremay find yourself in this same scenario: You've had a really successful yearlast year, a successful quarter. Perhaps how do you get rid of the dreadof hitting that next number celebrate your successes and get yourselfmotivated for the next go out yeah? I think this is such a appropriate topic.It's many of us are coming off of the high of making a great number from theprevious year and the interesting thing that sometimes goes along with. That isthe feeling, like you've kind of...

...drained the pond or you've exhausted.You know all of your opportunities, but I also know there's many people comingoff of this past year, feeling like they just got crushed instead ofcrushing it, they feel like they got crushed in the covid mess and- and somepeople have just worn out- and I think that for the purpose of today,regardless of where you're coming from whether you're celebrating fromsuccesses in the previous year or you're, celebrating just a clean slate,you have to prepare. You have to make your way towards making your plan tomake your plan. So I think it's really really appropriate topic doesn't matterwhat kind of year you had, let's get busy yeah, so you know, I think thefirst step you kind of mentioned. It is how you're going to attack this nextquarter this next year. What is your plan to make the plan and that's aconcept? We've talked about a lot. John Yeah. I mean it's down to the basics oftaking a look at your territory or...

...whatever your responsibility. Is Yourterritory or set of accounts, whatever it is figuring out the gaps? Whatopportunities are there to cross? Tell and upsell looking at and being honestabout white space opportunities and how we're going to go after new logos,mapping out the numbers, how much pipe ine do you need and where you going tofind it and where you going to go attack it. What's the ideal customerscenario, look like finding people that are accountable to you and you'reaccountable to in the process and asking them for helping your ecosystemand and just putting together a great collaborative plan. It never changes.You have to do this constantly, that's what the most elite sellers do. Yeahand there's also probably some mental coaching. You can do for yourself andyou know, speaking of people who've had who had great years, there's a reasonyou're in that situation, and it's...

...because you are likely doing the rightthings and maybe, if you didn't have a great year, you know the fundamentalsare fundamentals be because they work. You should have confidence that thesystem you used, if you are successful, will work again or those basicfundamentals will get you to where you need to go yeah. If you're coming off agood year, you should have confidence that you know what you've been doing isworking but don't settle. You cannot let yourself settle. You got to look toup your game and, if you're coming off a bad year, everything's up for grabs,you know I've had bad years before and I've. I remembere the energy that I got.That said, you know what I don't have to stick to the playbook of theprevious year. Whatever this circumstances in the playbook I meannot the fundamentals, but the mindset, the thinking it was a wonderful feelingto feel like I had a clean slave, but just there's no way. I was going tocontinue to do the same things as I had always been doing. So, no matter whatpush yourself to improve, no matter...

...where you are coming off a great yearor coming off struggling year, push yourself yeah and it always comes backto understanding. Why what you sell matters to thecustomer? I was just son Lingdont waht before we recorded this, and I saw apost by Gary V and he was holding up a sign and it said the reason so manypeople struggle to sell is because they don't believe in what they're sellingand that hit meb, because it's something that you know we we talkabout a lot. What is the value you're providing? Why is your solution betterthan the competition? What are the problems you're solving and then it'sfinding those problems? They still exist. Yeah. It's the four centralquestions which I love and you should, when your plan to make the plan justsit with those four centsor questions. What problems do we solve? Howspecifically do we stolve them? How do we solve them better or differentlythan anybody else, and where have we...

...done it before attach yourselfemotionally to the biggest business issues that your customers are facing,find those accounts that are most relevant to those business issues findthe people, those accounts with power and influence again that are relevantto those business issues then target those opportunities, operationalizethem in a plan and you're. Well, on your way, it's not any more difficultthan that yeah, an a phrase that we kind of started using right when covidhit last year was to just get busy get moving. So as W as we rap John. Is thatyour bottom line, or do you have another bottom life? Well for me, itdoesn't matter again whether you crushed it or whether you struggledthis is a New Year put together. Your plan shape it with your teammates inyour ecosystems, your sales engineers, your customer success, MarketingManagement Ask for help. Let everybody...

...know where they can help communicate.The plan, look for cordly, refinement and reinforcement. Those are thefundamentals, get busy go crush it have a great year, love that get busy go crustat have agreat year, put it on a Tshirt. Thank you so much John, my pleasure. Allright. Thank you to all of you for listening to the audible, ready,podcast at force management. We're focused on transforming salesorganizations into elite teams, are proven methodologies. Deliver programsthat build company alignment and fuel repeatable revenue growt give yourteams the ability to execute the gross strategy at the point of sale. Ourstrength is our experience. The proof is in our results. Let's get startedvisit us at force. Managementcom you've been listening to the audible, readypodcast to not miss an episode subscribe to the show in your favoritepodcast player until next time.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (133)