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In this episode of the Advanced Selling Podcast, Bill says bon voyage to a really important person in his life.
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We talk about high school senior superlatives, and we take a co-video mailbag question from KC from KC.
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Welcome, everybody, to the Advanced Selling Podcast, the longest-running sales training podcast in podcast history.
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My name is Brian Neal.
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I m Bill Kasky.
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And we are here every week for your sales training, coaching, enjoyment.
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We re a big listener-friendly show.
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We re really big on that.
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And we love to go see the people.
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If you want us to come out and visit your sales meeting, sales breakout, retreat, in order to do a keynote speech, we d love to do that.
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We actually would record a podcast live, which is a really cool event.
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Send us an email, listener at advancesellingpodcast.com.
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Just put come see us in the subject line, and we ll get that rolling.
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And let s see, there was something else I was going to mention.
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It s Monday.
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I hate when people say that.
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I hate when people say it s Monday.
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Like, what is the difference between it s Saturday?
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It s like I wake up Saturday.
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I remember everything on Saturdays, right?
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I can speak fluently and perfectly.
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But then Sunday comes, and I lose it all.
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I do.
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Yeah, then it s all gone.
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So you are implying there that it s Monday, and you re having trouble getting going, and therefore you can t remember the topic?
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That s an excuse.
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That s just an excuse.
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It should mean absolutely nothing.
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All right.
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Well, what was it then?
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I don t remember.
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Where were you when you were thinking about it?
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I don t remember that either.
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All right, we ll figure it out.
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Well, I have a loss to report.
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This is a very difficult day for me.
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My daughter is going to Denver tomorrow.
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She is?
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She is moving, and it kind of hit me this weekend.
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Whoa.
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You know, you get kind of wrapped up in the, my wife did most of the packing for it.
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You kind of get wrapped up in the logistics of it all, and when are you going, and how are we going to get, and all the stuff that needs to be shipped and sent, and cars, and licenses, and titles, and all that.
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And then you get all that done, and you look at your watch and say, oh my god, she s leaving in two days.
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So it kind of hit us both this weekend.
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And it s kind of a tough.
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It s emotional because of just you re close to your daughter, daughters, but then it s also that excitement for her because going to Denver, 24 years old.
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I mean, I wish I were going to Denver, and I wish I was 24 at first.
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But so it s kind of a bittersweet thing.
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It is you don t have any advice on that because I don t I m trying not to cry because I m thinking that that s going to potentially occur But I asked you know, I asked my kids that I said, so what do you you know?
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They re little still well and as a sophomore high school, but where do you anticipate that you ll end up living and she said probably in Meridian Kessler which is right by you know her parents and
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where her childhood was.
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That s what she said.
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So we ll see.
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So it s like, oh my God, where s she moving?
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56th Street, where our house is on 54th.
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You have to cross Central to get there.
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I m surprised she didn t say, I m going to be living with you.
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Could be.
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That s an interesting thing.
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Well, happy for Kara.
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That s really exciting.
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I m sure that it s tough for you and for Jane.
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The good thing is, there s a lot of direct flights from Denver.
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It s an easy place to get to.
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It s a great place to go.
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I m looking forward to it.
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It ll all work out.
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But all parents, their kids leave.
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Yep.
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That s just the way of the world.
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And so we re wishing her luck.
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And she ll be fine.
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Now, if you and Jane decide to move to Denver, would you give us at least 30 days so we can figure out who s remotely?
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We d have to Skype.
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That would be good.
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So today is a co-video mailbag question.
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Co-video is one of our great partners here and a great tool.
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If you ve not checked them out, you go to advancedsellingpodcast.com slash co-video, C-O-V-I-D-E-O.
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If you want to stand out, all of our listeners do.
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and you want to be different and you re tired of just sending the same old emails, check out CoVideos app and you ll find there that there s a really, really cool way for you to stand out using video messaging that goes directly to your customers and lets them get to know you and see you.
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People always freak out about CoVideos, like, well, I m not good on camera.
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It s not about that.
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It s about just being real, authentic, simple, not dressed up, no makeup, not over-processed, just straightforward.
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So go check it out.
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We ve got several listeners who are on the app, and we get lots of emails that say, this is awesome, guys.
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So advancedsellingpodcast.com slash Covideo.
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There s a little trial there for you from our friends at Covideo.
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And we will now dip into the mailbag.
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We have an audio question from a guy who I think has some really cool branding.
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Let s take a listen.
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Hi guys, my name is Kevin Culp.
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I m out of Kansas City.
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I like to say I m KC from KC.
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I m in medical sales, do orthopedic medical sales for a distributor in town, kind of have co-distributors.
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We re still more of a distributor model for orthopedic medical sales, competing with the Strykers, Johnson & Johnson, Medtronics, the Pews of the world.
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My question is this, it s more of an internal, I don t know if you d call this commission splitting type situations, or distributor territory alignment kind of thing, but here s what we run into a lot, and I call them gray areas in medical sales.
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What do you do when you ve got, let s say, a group of doctors that falls apart because their board meetings were like WWF, from what I heard.
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So they all break up, and they scatter about in town to other,
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Offices either clinics or essentially they fall out in other local reps territories So we ve got four or five local reps and then there s doctors or clients that move frequently within our territory
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So my question is, how do you best handle that?
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Are there any golden rules for, you know, let s say a guy moves on from the university setting, comes out into my territory, but the other rep A says, well, I have a relationship with him.
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I ll be able to do more business with him.
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But he falls out into my geography.
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How do you play that?
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Another example, you know, might be everybody breaking up and scattering out and falling in different places.
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But, you know, essentially, I think I m looking for
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and I, as a commission, split the answer.
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I love your opinion.
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My name s Kevin, brand new listener.
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I m one episode in, but I would like to keep listening.
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Thanks.
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So thanks, KC, from KC, for your question.
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That s great.
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Good branding, KC from KC.
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Yeah, very good branding.
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Yeah, we ll get to your answer here, Brian.
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Brian is actually hard at work on the answer.
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So while he does that, I m going to tell you about CenturyLink and Level3.
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They have joined forces.
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You ve probably heard it before, either in the news or on this show.
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The question is this.
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Are you looking to start the new year with a company that is digitally transforming the world?
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The new CenturyLink is hiring sales experts nationwide.
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If you re a top sales performer and want more out of 2018 than years past, then CenturyLink is the key to propelling your career to record levels.
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Take the first step.
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Visit CenturyLink.com forward slash advanced selling and join the talent community.
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A member of the team will be in touch soon to discuss your future.
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That s CenturyLink.com forward slash
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advanced selling.
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WWF hasn t been on TV since, like, 2001.
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It changed its name to WWE.
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But I like Casey from Casey s Throwback.
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Now, all of the pro wrestling fans, all the pro wrestling fans will know that, like, wait a second, WWF?
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Now, that was a long time ago.
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Is it still around?
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That s what I had to fact check there.
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So it was really fun.
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Lots in here.
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Lots in here.
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Yeah, so we always get together, Brian and I do, and spend a few minutes prior to the show.
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And we listen to the recording, if we re going to do a co-video mailbag.
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And we listen to this one, and we had some thoughts.
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And we had a couple of things that we thought about here at KC.
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One is KC the guy, not KC the city.
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We thought about, well, you ve got to have the right mindset when you start to negotiate this.
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There are some territory management issues that I know you have done some work on.
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I really haven t.
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That s not one of my strengths at all, so I haven t done anything.
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But then the third thing is this whole idea of, how do you prepare for something when the wheels can come off?
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And that could be anything.
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It could be a marriage, it could be
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customer that just joined you.
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It could be something in your business.
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But how do you preemptively solve problems prior to them happening?
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And that might have some application here, too.
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Yeah, it s really good.
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There are several layers to this thing.
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So for those of you that are listening, because I know Casey from Casey s question is very specific, as we said, to the medical device business, which is great.
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You re asking, well, how does that apply to me?
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So the way I think this can apply, a couple different ways.
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Number one is if you are getting your territory redesigned
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by your company right now, and that happens.
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And how salespeople tend to process that is one way to look at that.
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Second thing is, how do I be a good teammate?
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I coached Little League with a guy who I thought had a brilliant little mantra, I think I may have mentioned on the podcast in the past, is he had one rule for the Little League team.
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One rule only, and it was be a good teammate.
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And everything else rolled up into that.
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I thought that s really good.
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So what does it mean to be a good sales teammate is kind of in here.
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And then just generally speaking, just how do you show up for customers and clients when there s change going on on either side, either internally with your customer or externally with them?
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And he s kind of saying it s a little bit of both.
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Yeah.
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Let s talk about, want to do some ideas on how to address that?
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Yeah, I think the one thing to keep in mind here is it s never clean.
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Territory stuff is never clean.
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I remember back 20 years ago, I had a territory that was central Indiana.
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And that was at the time, it was back in the early 2000s.
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Mid-90s where the internet was just then starting to blossom and the internet doesn t know territories So you can be in Chicago and you can call me because you see a website and I call and well I can t always be saying it s not in my territory.
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So I think the territory Phenomena or territory model is kind of shot today.
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It s just it s just very different So it s never clean and number two.
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I think you ve got to always have
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Principles to adhere to.
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So if you re a sales leader and you re getting ready to change territories or change comp plans, you have to have a series of principles that guide you.
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And I think you need to share those principles with the person where the rules are changing on.
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So if it s a territory issue, one of your principles might be, look,
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Territory redesign is never clean.
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We re going to have to deal with it.
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And we re going to talk about it up front as much as we can.
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That could be a principle that you, as opposed to just saying, OK, Brian, now you ve got 60 miles north of Hamilton County, not 30 miles south.
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You re like, wait a minute.
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What the hell?
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Exactly.
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So I think leaders can do a better job of helping to calm down the waters when there s issues like this.
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Yeah, two big pieces of advice here from me, Casey, from Casey.
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And for all of you listening, same sort of deal.
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Because you re going to go through this.
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If you ve not already, you re in the sales profession to stay.
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You re going to go through this.
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And the sales managers and VPs that listen, you have to do this.
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The first thing is, here s what I think gets missed all the time in this whole program, is what does the client or customer want?
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That should be the first question.
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And when all this stuff happens, so when the doctors, in his case, they all break up,
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Everyone starts to pee on the trees.
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That guy s mine.
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She s mine.
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That guy s mine.
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I have that relationship.
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You ve got to first step back and say, let s ask the clients and customers what they want first and let them be the first voice of reason in what we do next.
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Then you ve got to flip in for you to me in your inner game and your thinking side
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is you re never scared of this.
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I am never scared if someone takes one of my clients away.
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I m never scared if my clients break up or move or get sold or whatever.
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I m never scared because I ve got a massively abundant mentality around my business.
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And so to your point, Bill, if I was working in the Northern Territory and all of a sudden you re going to take that all away from me and give me the South,
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I m not going to be scared of that, right?
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Now, it s going to be a little frustrating, perhaps, but I m not going to let it stop me, is the thing.
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And I think you ve got to show up and say, OK, fine.
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Give me the southern territory.
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I ll kick your ass with that one, too, sort of thing.
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You know what I mean?
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You just know and you trust in yourself that you can produce in a given market.
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I m never going to use territory as my excuse why I can t produce, and most people do.
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Yeah, and there s always that perspective, too, that maybe by losing a part of the territory or losing a customer of the territory frees me up for more time to go spend with somebody who s going to be five times as large.
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Correct.
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But we don t think about it that way.
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Nope.
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We think about what s mine, I m going to hang on to what s mine, and that s good.
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Yeah, and Casey, what Bill just said is what you want to replay over time.
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That s the trick.
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That s the mantra that needs to play.
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I can let one go and get one five times bigger.
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Right.
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That s the right mentality.
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It is.
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That is.
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And also, you mentioned the customer.
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So let s think about that.
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So under this model, are you suggesting the VP of sales or the sales manager calls the customer and says, look, here s where we are.
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We re going to be reassigning some things.
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I got Brian or Bill.
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Who do you want?
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And then do you always go with who they want?
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Or is that just input?
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for the manager to ultimately decide based on lots of perspectives.
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Yeah, I think it s a data point, number one.
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The first thing is to do it internally and just start to think of what s right.
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And it s not even a vote like, do you want, who do you want?
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It s more about what attributes does this customer have and who do they best align with, that sort of thing.
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Like, oh, they re really into this type of, or this doctor group tends to do a lot of orthopedic work for kids.
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And this guy or gal rep is better suited for that.
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And this guy does geriatric orthopedic stuff.
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So he s working with older people with hip replacements.
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This person is more suited for that.
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and just thinking about number one.
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And then if you call the customer for input, I think it s good.
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I think you have to manage expectations.
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Yeah, I don t want to be having a customer drive my business there.
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No, it s not a popularity.
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Do they still do those in high school, superlatives?
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Popularity contests?
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I doubt it.
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Most likely?
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Yeah, or most likely to succeed in hottest boy, hottest girl, that sort of stuff.
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Doubtful.
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I highly doubt.
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We got some notes from our school that there s some sort of voting app, I can t remember what it is, where you put on there, you know, like who s cuter, Bill or Brian, and everyone votes and it s turned into a bullying thing.
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Who won that?
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It wasn t on there.
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So the other one that I think
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also applies is how do you handle this in life when you re getting ready to start a relationship?
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Maybe it s even a side gig where you and a friend are going together to do something.
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You have to always be thinking about what s the breakup look like?
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And what are the things that could happen?
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Well, one thing that could happen is my partner could take an illness or have somebody to care for in the family and he is not devoting enough time to the business.
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Well, how are we gonna do that?
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So I think a lot of these things can be handled upfront
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with two people who come at it from an abundance standpoint, a detached standpoint, and they re adults, and they re mature, and they come at it and say, OK, what are all the things that could happen?
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And let s try to have some plan Bs for that.
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Yes, that has to happen.
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And Kevin, your direct question was, is it a commission split?
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I m a big fan of what Bill just said, is that you two need to work it out.
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I ve got a client that actually does this really, really well.
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They ve done what is my last piece of advice here, is set up the rules of engagement.
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Set up the rules.
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You re going to cover, you can cover 90%, you re not going to cover 100.
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But if this happens, then that happens.
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So if the doctor leaves, and it s yours, and they go into this territory, then this happens.
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Have the guidelines and have the salespeople work it out.
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Exactly.
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And this client of mine, the managers there have done that.
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And it s been freaking brilliant.
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I mean, the salespeople, they just go and talk and they re like, yep, we got a deal.
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We know what we re doing.
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And they re going to split it up.
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And everybody knows that one person is not going to always be the bully because he or she can t be the bully.
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So it s always going to work out.
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2% or 3% here or there, it doesn t matter.
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So that s good.
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KC from KC, awesome question.
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We have a gift for you.
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We will be sending it.
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We re not very revealing about what this gift is, are we, Brian?
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Should we?
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Should we or not?
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I think we should.
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I think we should.
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Because we also, I want to do that little fun contest thing with the gift.
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That s kind of a fun thing to do.
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SPEAKER_00
Well, we ve got to give out more than five.
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Exactly.
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In the nation.
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Or up the ante.
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Can anyone send their address in?
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I don t want to create a, that s a lot of work.
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We re looking at Travis, and Travis is ignoring us over there because he s going to be the one licking the envelopes.
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No, here s what we had decided to do.
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We went out and purchased some advanced selling podcast logo stickers for the front of your computer.
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And so anybody who sends in a voicemail question gets one of those.
1
SPEAKER_01
We ll send it to you with a little note from us that you can promptly pitch or burn.
1
SPEAKER_01
But we, and then the idea was that once we got more than 20 of these out here in the field, that whenever Brian and I, or I came across somebody who had one on and we saw you, we would drop into our back pocket and pull out a hundred dollars.
1
SPEAKER_00
A hundred bucks.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
You ve got the Advanced Selling Podcast lid sticker there on your laptop.
1
SPEAKER_00
So you raise your odds if you move to Indianapolis.
1
SPEAKER_00
Well, then I was thinking, is that too, like if it s backyard, does it even count?
1
SPEAKER_00
Because I give them to my clients and things.
1
SPEAKER_00
I m like, well, I see them all the time.
1
SPEAKER_01
What about if we, well, let s continue down the path of giving it to the people who send in the voice memo.
1
SPEAKER_01
So please, send in the voice memo.
1
SPEAKER_01
We might get to the point where we say, you know what?
1
SPEAKER_01
Send in a voice memo, and then take a picture of where you are doing your work at wherever, of you with the laptop up, and you stick around, and we ll send you $100 or something.
1
SPEAKER_00
Well, it s going to cost us $40,000.
1
SPEAKER_00
I just love the idea, because I travel a lot for my other job.
1
SPEAKER_00
And I love the idea of being in an airport in Minneapolis or St.
1
SPEAKER_00
Pete or something and running into some guy or gal with an advanced selling podcast sticker on the lid.
1
SPEAKER_00
I think that s kind of cool.
1
SPEAKER_00
That s cool.
1
SPEAKER_00
Sneak up on him and give him $100.
1
SPEAKER_01
All right, so how do you handle the voice memo?
1
SPEAKER_01
Simple, record your voice memo, send it in a question format or comment to listener at advancedsellingpodcast.com and we ll get it on the air and we ll send you a sticker and everything will be good.
1
SPEAKER_01
Cool, see you next time, bye.