206 Recovering from a Tough Year

Recovering from a Tough Year 


Occasionally a salesperson who has been a solid producer will run into challenges that result in a poor year. They could have their accounts and opportunities align with the successful result they need and recover the next year, or they could slip to a lower level and be cast as a below-average performer.


They might overwork certain sales opportunities and not be able to recognize when to leave an opportunity early. 


This could cause them to spend an excessive amount of time and resources as they tightly clutch onto failing opportunities, which separates them from being elevated to the status of an elite performer.


They could be locked into dealing with customer contacts who are not at a level where they can make decisions or authorize purchases. This will lead to opportunities that are stalled or worse, result in the dreaded “No Decision”.


They might not have good communication skills that would enable them to engage with customers, captivate them, and compel them to action. 


They need to develop additional skills, more sales savvy, and greater intuition. 


Here are three action items to help a salesperson recover and get back on track: 


1) Gain a Mentor. Talk to other sales team members and learn from them what they did to achieve success. 


2) Gain better communication skills so your interactions with customers will result in advancing your selling opportunities. 

3) Gain a high level of sales savvy and improved intuition through positive and negative experiences. It’s OK to make mistakes… But DON’T make the same mistake twice. 


I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com 


205 Love what you are doing, keep doing it

Love what you are doing, keep doing it


Tom Brady is the winningest quarterback in the National Football League, leading teams to win seven Super Bowl Championships in his career.


Brady is now 44 years old and continues to compete at a championship level. When asked when he expects to retire from the game, Brady said this:


“If you’re doing what you love doing and you’re with people you love doing it with, it’s all good”.


Tom Brady was not highly regarded as a college player. Coming out of the University of Michigan, Brady was not considered an elite prospect, and was drafted in the six round into the pros, a complete afterthought. 


He worked hard and became an excellent student of the game, with an unmatched attention to detail. Brady built his skills to the point where he has emerged as the greatest quarterback of all time. 


Excelling in sales requires a rigorous regimen and a focus on continuous improvement. How long can you keep up that pace? 


It helps if you love what you’re doing. 


If the sales grind is bringing you down to the point where you dread picking up the phone to prospect, or you fear receiving negative news from prospective customers, maybe it’s time to re-evaluate your position. Consider the bigger picture… enjoy the flexibility you have in a sales career where you can control your own destiny. Celebrate those glorious wins… It might not be like winning a Super Bowl (or seven of them)… but figure out how you can have fun at what you do. And who in your sales network you enjoy being with. Only then can you grow to love what you do and the stay motivated to keep right on doing it. 


I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com 


204 The Size of the Fight in the Dog

The Size of the Fight in the Dog


College football’s ultimate award is the Heisman Trophy. Archie Griffin is the only college player to win the Heisman Trophy twice.  


Archie, the greatest football player ever to play at THE Ohio State University said this:


“It’s not the size of the dog in the fight,

but the size of the fight in the dog.”


Archie wasn’t the biggest or the strongest athlete on the field. But the more he heard that he couldn’t make it, the more he was determined to prove them wrong. He had that burning desire to excel… he never liked being told that that he was not good enough.


He possessed the fight and the mental toughness to the point where he refused to accept anything less than greatness.   


Archie also said that in the face of adversity, you find out if you’re a fighter or a quitter. It’s all about getting up after you’ve been knocked down.


Think about your sales career. You will undoubtedly face challenges that could derail your path to success. Will you throw your hands up, tell yourself it’s just too difficult, and just quit? 


Or will you get up after being knocked down, demonstrate the fight in your being to overcome adversity? It’s all up to you. Take it from the only two-time Heisman Trophy winner. When you acquire mental toughness and use your fight to work hard, you can be great.   


I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com 

203 ENCORE-Determined Leader

Determined Leader

Are you considered a Determined Leader among your colleagues?

Part of having a champion mindset means you will be a leader among your peers.

Even if you don’t directly manage salespeople, you still want to be considered a leader on your team. Leaders aren’t only found at the top of an organizational chart—they can exist anywhere along the way, performing leadership tasks and mentoring others wherever they reside in the organization.

Why is being a determined leader such an important part of a sales team?

Leaders make every other team member better. They raise all who are around them to higher levels of achievement. Other team members want to follow leaders because they create a path of success for them. Sales professionals who want to strive to achieve greatness learn from the leaders who came before them.

Leaders show gratitude. Be sure to thank those who helped you along the way. It is the right thing to do—and you may be in a situation someday where you need their help.

Leaders give back. They do this by mentoring other sales team members and helping them achieve their professional and personal goals. They also give back to the community by supporting service organizations.

Leaders understand that giving back will repay dividends tenfold and reinforce their purpose.

Pick some areas where you have experience or can develop expertise and build your capability as a Leader. You can help others in your organization achieve greater success in those areas.
Even if you do not aspire to a management role, you can still contribute significantly to your organization by serving as a Determined Leader.

I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com

202 ENCORE-Proactive Advisor – Part 2

Proactive Advisor – Part 2


The prior flash briefing introduced the Proactive Advisor. This is Part 2 which gives an example of how an outstanding Proactive Advisor built her personal brand. 


Laura was a rising star in the sales profession. Her peers called her “wonder woman.” She possessed boundless energy, successfully balancing a fulfilling personal life with a productive occupation. While she was dedicated to her family and community service, she still carved out the time necessary to have a successful sales career. 


Her services were in high demand and, after achieving success with one company, she made a set of strategic career moves to other companies—not because she was forced to, but because she believed climbing the steps to more responsibility was required to build her personal brand. Each new sales role presented an opportunity for growth and for gaining expertise in a new segment of the market. 


Laura called on the same companies in the same industries. She leveraged her connections to gain access and to advance major selling opportunities. Doors were opened because Laura was trusted in prior dealings. In multiple cases, she sold similar solutions provided by different vendors to the same company.


This would not have been possible had Laura not earned the trust and respect of her customers. Her conversations were consultative, and she proactively advised her customer in areas that could improve their business even if the solution was not one that she sold. 


Naturally, additional interactions gave her the opportunity to introduce new solutions and explain how they could address new areas in better and faster ways. Laura knew her customers’ needs very well, sometimes even better than their own employees. As a result, this wonder woman achieved sustained success and commanded a premium position in her industry. 


I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com