This week is a stressful week:
Some of you are at quota already, and I salute you. Some of you are likely gonna get there soon, and I wish you the best. Others have a 50/50 shot, and I'm hoping the coin flips your way. Others yet are in need of a Hail Mary ... and my arms are up in prayer. Finally, a few of you are out of the game and looking forward to a lot of beverages on Wednesday night to numb the pain. I've been there, I feel you.
But regardless of which camp you're in this week, there's 3 things I want you to remember:
- Fight til the end - If you're at 140% of quota, get to 150%. If you're at 88%, do everything in your power to get to 101%. If you're at 33%, at least break 50%. Never ever stop selling. Why? Because inertia is a powerful force. I can't tell you how many reps I've seen push through closing week, make some magic happen... and then run away with incredible results through to next quarter. On the other hand, if you say "let me just get through this week, then I'll come back after the 4th"... momentum is AGAINST you. Inertia is a powerful force, use it to your advantage.
- Upsells are a seller's best friend - If you need some dollars quick, it's hard to get them from someone who has never bought from you before. It's easy to come off as pushy. But if someone has already been a client (even at a previous company!), you have a relationship. I can't tell you how many times I called up the CMO of Gibson Guitars, the CFO of Prudential Financial, the VP of PR at Virgin America, etc etc. and said "here's the deal: Our team is $15K short of hitting an all time high. If we hit it, we all get Thursday off. If I put together a really compelling offer, will you be willing to take a look?" You'd be surprised how often the answer is: "Sure Sahil, whatchu got?" Now the game is afoot.
- Head held high - Last but not least... remember you play a performance sport. No one else at your company has any idea how stressful and impossible your job is. I've run product, marketing, operations, and an entire company... nothing compares to being in sales. It is hard. You are a warrior. Sometimes it won't happen. It doesn't mean you're a failure. It means you play a tough sport, and sometimes you'll lose. 🤷🏽♂️ If every salesperson hit quota every quarter... there'd be a lot more salespeople and it wouldn't be nearly as lucrative. 💸
I still have work to do to hit my quota for this quarter too. I'll be out there grinding with you all. Lfg.
PS - With every deal you close, post that W on the win wire. I wanna see this place lit up like a fucking Christmas tree. Fuck you Q2, we comin' for you.