Andrew Maurer’s Post

As companies push to cut sales cycles and boost win rates, smarter and more practical sales management is critical. In this clip from Hifive, Brendon Cassidy discusses a rule of thumb to evaluate prospective sales success focused on communication. Join Brendon, Hifive 🙌 & Pete Ryan on their webinar tomorrow to learn more about how companies are enhancing #sales and #leadgen in 2024 with premium connectors and more effective outreach: https://lnkd.in/gMWYAwsF #salesmanagement #salesenablement

Our sales team celebrating the outstanding results of the first half of the year! 🥂 Cheers to smashing targets and setting new records! 💪 Onward to even greater success in the second half! 📈 #SalesSuccess #TeamCelebration #HalfYearAchievement #NewRecords #SuccessJourney #SalesTeam

A point to consider. 💡 It is also important to understand the pain of the day before giving knowledge on Creativity, Innovation Accountability, KRA sitting in AC rooms. ❄️ #PerspectiveMatters #EmpathyFirst

You will quickly learn that many of the sales managers and leaders you have are not actually any smarter than you. Often times, they are actually dumber than you...they just happen to be "last man/woman standing". There is a powerful lesson in that.

Were you the sales leader in the video below over this past week? Doing everything you could to hit your number? I know there are some frustrated sales leaders today. The team came up short, and nobody seemed to care as much as you did. Do yourself a favor, and don't hold it against your team that they don't care as much as you do. Of course, they don't. I used to let this drive me crazy and what I figured out was it never led to anything good. If your team missed the number, ask yourself the main reason and what you can do to put your reps in a better situation to hit it. The easy thing to do is be frustrated with everyone else, but the truth is that you have nobody to blame but yourself.

We don’t take the word team lightly when we refer to our SDRs 😤 In the words of Michael Hammer, PhD in organizational behavior, “Modern selling is a team sport, winning at it takes discipline and structure. Making it up as you go along is a recipe for disaster.” Just like a well-coordinated team on the field, success in sales relies on a meticulously planned process. We wouldn’t be here without one 🙌 #salesprocess #salesteam #b2bsales

Recently, I heard about a conversation that happened between one of our standout sales team members and their manager during a particularly challenging month: Top Performer: “I’m beginning to question whether I should take on more leads. I worry I might not be maximizing opportunities for the dealership. Perhaps someone else could make better use of them.” Sales Manager: “I want you to know, I’ve observed your approach with customers and your pitch. I have complete confidence in your abilities.” Despite the encouragement, the top performer was struggling with self-doubt: “My performance isn’t reflecting the effort. I’m putting in everything I’ve got, and it’s still not showing in my numbers.” The manager responded with reassuring simplicity: “Don’t worry. The key is to keep moving forward.” Observing this salesperson in the days that followed, tirelessly dedicating himself, giving his 200%, was a testament to the manager’s leadership. It showed me how a timely, supportive conversation can significantly uplift someone. I discovered the vital role a sales manager plays in guiding and inspiring their team through highs and lows.

Anyone watching the All-Star game tonight? In sales, the key traits that distinguish high achievers from underperformers often boil down to patience and consistency. Those sales reps who initially struggle but exhibit resilience, maintain a positive attitude, and trust the process tend to achieve greater long-term success compared to those who experience quick early wins and find it easier to gain momentum. Jurickson Profar, outfielder for the San Diego Padres journey mirrors this principle. Despite a delayed ascent, he eventually thrived with the Padres and, at 31, earned his first All-Star Game appearance this year. "That's why I kept working," Profar said. "I could’ve been rich and just be whatever, living on an island. ... But I kept working, and it's paying off." Keep grinding, stay consistent and trust the process. Far too many reps pull the rip cord early pointing to excuses like bad territory, lack of training, less than optimal product fit etc. Yes, of course not all roles will work out and there's lot's of bad roles out there, just check out RepVue, but there's more often than not a payoff if you give roles a chance and keep on keeping on for a just a bit longer.

I’m watching some of the team crush their Q4 (transparently), making deals bigger, pulling forward opportunities, and grinding to maximize all deals possible. I like to make it clear to them that they will be rewarded with a lower target the following year. 😳 Say what? 👈This idea that everyone’s quota goes up is a travesty to sales justice. 😩 You must be very careful and measured with this approach, but it works. Yes, they should be already pulling in opportunities for significant incentives and compensation plus a club trip, and that’s great, but if they also know they’re going to get some relief next year for the overperformance, it will make a huge difference.👈 As you close Q4 and finalize next year's plan, leave room to reward those who go further for you and prove that your meritocracy is a winner. Pay for performance and reward the corporate athlete. 👊🙌💥🥇

Sales team is on fire? Month after month, smashing targets and raking in bonuses. Everyone’s ecstatic, right? (Could be a Red Flag 🚩) But wait... are we celebrating the right win? I recently met a company that was on a winning streak. Targets crushed, everyone happy. But their targets were ridiculously low. They were playing it safe, way below market standards. This got me thinking: Are YOU in the same boat? Are your targets really challenging your team? (Think aiming high, not just going through the motions). Hitting targets is great, but it shouldn’t be easy. (Unless your target is early morning gym sessions, then keep it chill!). So, my question for YOU: ❓ Are your sales targets pushing your team to their full potential? ❓ Drop your thoughts in the comments! I’d love to hear your experiences maybe help you set some truly inspiring sales goals.  #SalesGoals #SalesLeadership #InspireYourTeam #SalesStrategy #Sales