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In this episode of the Advanced Selling Podcast, I go hayboomer on a music trivia question.
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Sorry, Millennial and Gen Zers.
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I get a little paranoid about one of you becoming an ASP stalker, and we examine an all too common problem, the curse of high sales performance.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast, podcast history.
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I m Bill Kasky.
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Brian Neal here.
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Barely got that out.
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Looks good.
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Yeah, you ve been teeing us off here the last few weeks, and you laid that on me like one second before I got to go live.
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That s my fault.
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That s my fault.
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And I ve never said it before.
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It s good to show a little bit of vulnerability here on the show that we don t always do it just perfect every time, every time.
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Well, welcome back if you are a new listener, uh, we encourage you to go to advanced selling podcast.com Uh, I think there s probably 10 or 12 episodes up there that we suggest you start with some of our most popular over the last 14 15 years have you watched the um
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The Apple TV show, Apple Plus, called Truth Be Told.
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I have not.
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Have you heard about it?
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No.
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It s about a podcaster.
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Oh, really?
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Yeah.
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It s about a lady who has a podcast.
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I don t know what city, maybe New Orleans or somewhere.
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And she is an investigative journalist.
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And she s investigating this murder.
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And it keeps cutting back to her doing the podcast.
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And of course, everybody in town listens to the podcast.
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And then all of a sudden, the murderer that the police thought did it, she uncovers some truths about it.
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It really wasn t him or her and all the process.
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But it keeps going back to podcasting.
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I watch it.
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And it s like, this podcast has everybody up in arms.
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And I wonder if that s the way ours is.
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Ours is?
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Yeah.
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We re going to have some guy show up outside the studio.
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We re going to get a stalker, an ASP stalker.
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Please no, don t anybody do that.
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That creeps me out a little bit.
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Yeah, it does.
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But you see that.
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That can happen.
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That s a thing.
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What s funny, I m sorry.
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What s funny is that she s got a microphone, and her studio is very dark, and it s kind of mysterious because it s a crime scene thing.
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And her microphone is literally three feet from her with a shield.
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But it s like, I don t know.
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Really?
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Probably not.
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Ours is pretty close to our lips, but I know it s OK if it s a foot, but three feet seems a bit much.
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Oh, that s funny.
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I m just picking up on the nuances that aren t true.
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This is so fake.
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This is so fake.
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They don t do that.
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They don t do that.
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That brand of microphone is omnidirectional.
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She would be getting extra noise from her furnace.
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Hey, I know we try to avoid this, but I had a song, you know, you run to a song, you know, and you think, you know, who sings it.
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And then you realize you re totally wrong.
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I thought a certain guy sang this song my whole life until I m driving around listening to it on the radio.
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And all of a sudden, it s this other dude.
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I want to see if you know who this is.
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And for our millennial listeners and our Gen Zs, we re going to go a little boomer on you here.
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So ask your parents.
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Here we go.
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Ready, Bill?
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Yeah.
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Who sings this song?
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Okay.
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Got it?
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Do you know the song and or artist?
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I know the song.
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God, this is a good one.
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This is a really good one.
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It s a really good one, isn t it?
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So I ll tell you who I thought it was.
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I thought it was Burt Bacharach.
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Because it has that dun, dun, dun, that kind of shimmy little thing in there.
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Did he sing?
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Did he sing some songs?
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Well, Burt Bacharach s song.
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Music, yeah.
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I don t know, he maybe wrote this, I don t know.
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I ve never heard of this dude ever.
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But I thought you of all people would know who sang this song.
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And fact checker, Doug, you re back in the mix, man.
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Can you give me the first letter of the first name?
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Sure, I ll give you the initials, A-H.
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I ll be so impressed if you get this.
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I ve never heard of this day.
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I ll give you another obscure hint.
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There is a musical instrument that I play that was a very, that was popularly used a version of the instrument that I play sitting right here by our studio does not sound like a clue.
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It s the guy s last, this, this, this instrument has the same name as this guy s last name.
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Yeah.
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Anglebert Hubbard Inc.
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No, it s Albert Hammond Albert Albert Hammond and Hammond.
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There you go.
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Hammond Oregon.
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Yeah, I would not have gotten that all right in this episode.
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That s funny So now we ve lost all the people that get this that we do this little thing up front our piss like will you guys go on to the subject, but
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Next time we get together to record, I will bring in, I ve got three songs keyed up for you, where I m just going to play the first note, and I guarantee you, you will be able to figure out the song on the first note.
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You think so?
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Name that tune.
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Name that tune with one tune.
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It s back on TV, do you know that?
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It s back on TV.
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Oh, is it?
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Yeah.
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All right, five minutes in.
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Topic time, shall we?
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OK.
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Let s see.
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We want to talk today about, this is kind of inspired by some deep dive work I m going to do with some of my long-term clients.
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And what s happening is a lot of markets are really good.
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A lot of industries are really good.
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A lot of you that are podcast listeners, a lot of you who are members of our insider group that everybody should be a member of, by the way, are having really great, had actually really good years in 2020.
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and are having really good starts to 2021.
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And I m doing some intentional deep dive work with some long-term clients, and their business is through the roof.
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And what I m finding when I m deep diving with some salespeople that I would say are some of the best salespeople I ve ever worked with, they re fantastic, I m noticing that there is some complacency happening.
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We are taking advantage of a good market, is the way I look at it.
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We re getting sloppy on process.
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And so I thought, what an interesting topic for us to talk about is the curse of high performance, or the fear of complacency, and what you should do and how to avoid that.
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Because that is a legitimate problem in the sales game, in my opinion.
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But hasn t it always been?
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You re not assigning that specifically to COVID or disruption.
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No.
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But you are saying that when things are good, we tend not to look at that as much.
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Absolutely.
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Yeah.
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I m assigning other things to COVID, but that s not one of them.
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Like what?
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My decreased lung capacity.
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No, I m kidding.
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I think I m good.
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I think you re good.
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So do you see this happening?
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You kind of just, by your last statement, I think you agree, right?
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Oh, I see it.
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Yeah, I see it happening.
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Again, I don t think it s related.
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It might be related to there s pent-up demand, and therefore business is good right now.
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Certain others it s not, but most businesses are pretty good.
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So I think it kind of lends itself to that.
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And we do get sloppy.
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And we say, well, why should I do this when this is working?
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Even though we know that this is not going to work forever,
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We still will put it off for another six months or a year.
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So I m going to talk to you sales managers and sales leaders out there.
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I think that s where it begins, by the way.
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And so you really need to think about this.
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Because I do know that several of you have a fear about this.
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You think, I don t want my sales team to get complacent.
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I hear that a lot from sales leaders.
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I want to make sure that we re still putting the pedal down, even though it s good, getting our fair share, all that jazz.
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What you have to look in the mirror at, or why you need to look in the mirror yourself, is to say, how are you contributing to that?
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And I think one of the ways you as a sales leader contribute to that is that you don t hold your sales team true to the processes that you ve taught them and want them to go through.
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I have a lot of sales leaders, and they think they re doing a service here.
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They say, Bill, you hit your number.
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I ll leave you alone.
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I ll leave you alone, Bill.
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Hit your number.
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I ll leave you alone.
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Then everyone s hitting their number.
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So the sales leader leaves them all alone.
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And that is a huge, huge mistake.
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I can guarantee you no football coach in the National Football League is leaving their team alone after a win.
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I guarantee you that s not happening.
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Hey, you guys win, man.
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No practice.
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We re good.
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I ll see you next Sunday.
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Bus leaves at 2.
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I m like, that is not happening.
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They are still expecting growth, coaching, improvement, even after wins.
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And I think this is like a, I was going to say epidemic.
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That s kind of a bad thing to say these days, isn t it?
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And then I m like, boy, is it a pandemic, or is it a?
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I d go to the synonym of thesaurus.
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Yeah, so there s one part of that that s continuing to look at what are we weak in in the process.
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Even though it s working, there might be some areas that we re weak in, because probably everybody else in your market is catching up to you.
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So there s that obsession.
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But the other idea is,
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Are we exploring the possibilities of new ways to do business?
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And are we taking advantage of digital technology?
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And we re taking advantage of Zoom, but that s not digital technology.
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It is, but it s not what we re talking about.
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So are we really exploring the possibilities?
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Are we imagining a future that has all these other possibilities?
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Or are we just doing the same thing we ve always done, just a little bit better every year?
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And I think you can do both.
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I think you can examine your current processes, make sure you re buttoning those up, but also be thinking, can we film this?
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Can we record this?
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Could this be something that we
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we repurpose in some way?
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Or can we film this and send this out to our best clients in a nice packaged thing?
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And I don t know, just lots of different ways.
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But if we re just business as usual, those new thoughts really don t cross our mind.
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There s no doubt.
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A word just popped in my head that usually goes along with drug use.
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Addiction.
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And the word is non-addiction.
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Experimentation.
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You hear this is where a lot of things start.
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I m going to experiment with this.
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Or there s an experimental drug or experimental treatment.
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I think if you are one of these people that are really in a high-performance endeavor, you need to take this opportunity to do some experimentation.
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Exactly what Bill just said.
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Record your sales calls and listen back to them.
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You ve got nothing to lose.
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You don t want to be doing this when you re down 30%.
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Because your energy is weak.
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Because you won t do it then.
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Exactly.
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You re going to be so concerned, and so your scarcity mindset will creep in when that s going on.
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And so now s the time to try new things.
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I talk about when the business is really good, direct advice.
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Go do some sort of prospecting behavior that is uncomfortable for you.
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And whether that is, like Bill said, post a video up or something like that, or start a podcast, or host somebody.
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Yeah, something.
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You know what I was thinking about, too?
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We always give advice, like start a podcast.
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I m like, I don t know what to do with that.
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You can record any Zoom call.
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And so if you re a technology salesperson and you call in CIOs, you don t even need a podcast.
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You just say, I m interviewing some of my CEO people in my LinkedIn connections, and I m trying to get the state of the world.
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Would you hop on a Zoom?
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I m going to record it.
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I might repurpose it, put it on LinkedIn.
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Maybe not.
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I don t know.
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You don t even need a podcast for that, right?
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You just put it back up on LinkedIn.
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Cut it down.
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Interview him for 15 minutes.
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Take 90 seconds out.
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Put it up on LinkedIn as a post.
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Me interviewing CIOs.
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Why not?
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And this is the stuff that people don t do because their numbers are good.
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So we re just putting it off.
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Do you know who Brad Lee is?
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Uh-uh.
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Brad Lee, he s all over Clubhouse right now.
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And he s got a YouTube channel.
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Anyway, he s a guy that started
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Lightning VT, I think.
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Oh, yeah.
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Oh, I know him.
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Yeah, yeah.
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In Vegas?
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I think he is.
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Yeah, virtual training guy?
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Yeah.
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Yeah.
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And he s kind of a Grant Cardone without the charm.
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I mean, he s like bottom line.
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Without the charm.
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His bottom line is good.
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But I want to talk about Grant Cardone at some point, too.
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OK, good.
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But Brad s really good.
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I like him.
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But I think it was him the other night.
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He said, look, if you re in a business where you feel like you re still doing well, everything s good, try something new every quarter.
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Take $5,000.
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$1,000 or a thousand or ten grand he was talking to business owners So maybe more but just take a thousand dollars and say I m gonna try this I m gonna give this a go this quarter.
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Maybe it s an interview like you said with zoom maybe it s a hiring a social media person to to you know repurpose some of your content or your speeches or your presentations or maybe it s
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Maybe we need to figure out a new way to give presentations with some music and some interaction.
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But he said, take it, and you ll lose three out of four.
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Three out of four of those will be failures, and one will hit.
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He said, it s always the numbers.
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One will hit, and it s probably going to be your third or fourth.
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It s not going to be.
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Don t give up.
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And I think that s exactly what you re saying here.
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This is the time to try new things.
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Absolutely.
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Yeah, it s funny.
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I m a big fan of Gary Vaynerchuk.
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And one of his talks, one of the things he mentioned, people love to ask people like that, what do you attribute your success to?
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Everyone wants to know the secret sauce.
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But one of the things he talks about, he goes, I am very comfortable with failure.
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completely comfortable.
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And he used bigger numbers.
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He said, I ll start 70 things, and two of them will work.
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And that s about right.
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That does not surprise me, yeah.
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But he s like, and I don t care.
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He s like, that s how I do it.
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What s the world record for things started?
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60?
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I ll do 70, then.
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World record for things started with failures.
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I m obsessed!
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I m obsessed with 70.
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That s my favorite number.
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I ve started 140 things, and none of them have worked.
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You re that guy.
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That s good.
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Good for you.
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Keep trying.
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Keep trying.
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Good for you.
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I saw a comedian talk about that with Little League.
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like how we ve poisoned our kids, you know, like when the kid gets up there and he swings three times, doesn t get close, like good try, good effort.
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He s like, no, it wasn t.
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It wasn t a good try at all.
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He missed, he missed by like four or four feet on each ball.
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It wasn t a good try.
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That was funny.
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So I would say if you are a high achiever, and this is, let s just say, the 150 to 300, I don t know, or more.
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I mean, it s hard to say what a high achiever is today because numbers are all over the place.
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But you know that you re a high achiever.
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You know you ve got some seasoning in the business.
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You know you re pretty good.
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You ve got good relationships.
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You also know that there s an upside.
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for your future.
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You know that the future could be even brighter than the present and the past.
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And so you want to harvest that future.
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So you ve got to keep thinking, how can I keep myself into the game?
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Because you can get bored, too.
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I ve gone through stages in this business where I ve been bored.
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It s like the same old thing.
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So I have to keep myself doing new things.
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Even if they don t work, if they keep me interested, that s all.
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And sometimes they keep me interested and they work.
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That s a great thing to examine, too.
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Performance boredom.
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Yeah, keeping yourself to go do it again.
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Yeah, I hear that a lot from it s interesting In fact, we had I think we talked about this Here a couple weeks ago.
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We had an email from one of our
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listeners about that.
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And he was thinking, I m kind of bored where I am.
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Do I want to leave?
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Do I want to stay?
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And I got an email back.
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He really appreciated the advice.
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He said he was taking parts of it, leaving the rest.
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I think he was taking mine, leaving yours.
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No, I think he was taking the parts that he agreed with.
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That s what most people do with advice.
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You know, I agree with what you said there.
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I m going to take that advice.
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I m like, well, it wasn t really advice then.
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What it really was is validation, something you already thought of.
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Now, here s another element, I think, that s at play here.
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And I think that now I m going to talk to the salespeople, you that are high-performing air quotes right now.
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And some of us, if you re doing well, are riding a wave of a good economy.
1
SPEAKER_01
And I really want you to take a hard look in the mirror and drill down at your deals and say, OK,
1
SPEAKER_01
You know, how much of me is in here, the contribution?
1
SPEAKER_01
Because what happens, I think, in the sales scoreboard world is, OK, I m 125% Dakota.
1
SPEAKER_01
I m doing a great job.
1
SPEAKER_01
Well, there s a little luck involved here sometimes.
1
SPEAKER_01
Not that you say you didn t work hard for it, but just take a hard look at that and say, yeah, you know what?
1
SPEAKER_01
This part of my business is a lot of luck.
1
SPEAKER_01
And this part I contributed to, and this really was because of me.
1
SPEAKER_01
And just see where those ratios are.
1
SPEAKER_01
And what I m trying to get you to do is to think, OK, I really got to self-coach or get really good at my processes to make sure that it s me that s contributing as much as I can.
1
SPEAKER_01
And I m not sort of taking credit for a good market.
1
SPEAKER_00
And there s nothing wrong with that.
1
SPEAKER_01
No, that s right.
1
SPEAKER_01
You re going to get blamed when the market s bad.
1
SPEAKER_01
That s right.
1
SPEAKER_01
So you take credit when the market s good.
1
SPEAKER_01
I always say that sales leaders do that all the time, I think.
1
SPEAKER_01
Yeah.
1
SPEAKER_00
But don t go to sleep on it thinking that you are the magic that makes it all happen when your product just hit at a perfect time.
1
SPEAKER_00
Absolutely.
1
SPEAKER_00
If you re in the glove or in the Purell market last year, you didn t need to be very good.
1
SPEAKER_01
No, exactly.
1
SPEAKER_01
That s a great, yeah.
1
SPEAKER_01
So yeah, we ve been in the mask market for 40 years, and we just blew it out of the water.
1
SPEAKER_01
Man, I kicked it last year.
1
SPEAKER_01
We ve been making custom face masks for 30 years.
1
SPEAKER_01
2020 was our best year.
1
SPEAKER_01
Our sales team nailed it.
1
SPEAKER_00
I won salesperson of the year.
1
SPEAKER_00
Exactly.
1
SPEAKER_01
I was up 200%.
1
SPEAKER_01
Only 200%.
1
SPEAKER_00
That s funny.
1
SPEAKER_00
All right.
1
SPEAKER_00
If you are not already a member of our insider program, go to advancedsellingpodcast.com slash insider.
1
SPEAKER_00
Take a look.
1
SPEAKER_00
There s a video there on that page.
1
SPEAKER_00
We re planning out the April through June curriculum, and we d love to have you join.
1
SPEAKER_00
You can go there and find out all the details.
1
SPEAKER_00
It s a great group, a lot of coaching.
1
SPEAKER_00
People have hung around too.
1
SPEAKER_00
We started with
1
SPEAKER_00
I don t know, 70, 75 people, and we still got some of those same people.
1
SPEAKER_00
We ve only lost a handful of people, so this is really a good effort once a month to get some coaching.
1
SPEAKER_01
I would also say in the Insider Program, which we wanted but weren t intentional, it s become its own little thing.
1
SPEAKER_01
It s very tribal, like the people are very supportive.
1
SPEAKER_01
So if you wanna be in a room, a Zoom room, with a bunch of people who are like-minded, who also talk outside the room, a lot of people know each other now from across the world that know each other.
1
SPEAKER_01
You gotta go check out that Insider Program.
1
SPEAKER_01
It s really cool.
1
SPEAKER_00
All right, see you next time.
1
SPEAKER_00
Bye.
1
SPEAKER_00
Bye.