Goals Archives - The Sales Evangelist

Category Archives for Goals

Company Culture, Purpose, Josh Levine

TSE 1186 Write Your Company’s Obituary: Identify or Rediscover Your Company’s Purpose

Having to write your company’s obituary sounds a bit morbid but there’s a good reason why doing this is important. One result is that doing so will help you identify and rediscover your company’s purpose. 

Josh Levine is a culture company strategist and works with technology, social enterprise organizations, and firms to help them improve their work. His goal is to make the employees love what they’re doing by building strong relationships, higher trust, and deeper engagement. 

Josh published a book called Great Mondays: How to Design a Company Culture That Employees Love. It talks about all his learnings for the past 10 years in advancing the idea of company culture as a strategic advantage. It defined what culture is and gives people the tools that they need to improve the culture. 

Write your company’s obituary 

This was a tool that Josh’s mentor used and many clients would react negatively upon hearing it. There is more to sales than just putting the product out there and selling it. It’s more than just the numbers. Doing business isn’t only about the money; it’s also about understanding what you are trying to do with your company and with your life. 

This is also about knowing your own purpose and helping the organization discover its  ‘why?’ 

Imagine that your business closes its doors after 30 years. Don’t think of the reason why it shut down. Your goal is to write down two or three short paragraphs about why your company will be remembered and will be most missed. This will give you the opportunity to see what you achieved that made the difference. 

Josh’s team works with a board executive team and leadership peers together. They make teams write because what matters isn’t just the end result. They also consider the kind of language, the words, and the phrases used together. 

Obituary exercise

Don’t stop short of the fantastic. When you start writing your company obituary, you need to go beyond how far you think you can make it. 

The point of the exercise is to come up with your achievements and look for the possible ways that you’re going to achieve those. 

Josh had a client who said that they would solve poverty. It’s a far-fetched goal and impossible to do but it didn’t keep them from aiming to do so. When the discussion happened, the team thought of how to make it work and figured out that their technology connects communities together. The community that works together will solve poverty. With that, their previously written achievement of solving poverty now sounds plausible. 

Define your purpose

Next, you have to define your purpose. The company’s values are the hows and the company’s purpose are the whys. Businesses and companies need to figure out the why behind what they’re doing. You won’t be able to find your purpose if you’re thinking about this quarter’s return or this quarter’s sales number. 

As a sales leader, you can help define the purpose by shaping the culture of your company according to the company’s vision. You can help strengthen the team and find the values and purpose of the company over time. 

Components of a company’s culture 

There are six components mentioned in the book Great Mondays. The first three are as follows: 

  • Purpose
  • Values
  • Behaviors

The first two define the company’s purpose and values. The third component is the behaviors. Behavior is the center point of culture and is what you are trying to adjust to help people make better business decisions. 

The next three are the following: 

  • Recognition
  • Rituals
  • Cues

Recognition and rewards have been used in businesses. These are effective strategies in aligning behaviors to build and strengthen the synapses of culture. Your goal is to spread your culture and share the behaviors. 

Keep reminding your peers why they’re in the business and getting the people back to the top of the pyramid. Love what you and find something that you believe in to make everything worthwhile. 

“Write Your Company’s Obituary” episode resources

Great Mondays: How to Design a Company Culture That Employees Love is available on Amazon. The purpose of the Write your company’s obituary exercise is laid out in the book. 

You can download the supporting materials for free at free@greatmondays.com. You can also sign up for newsletters, one minute Monday, and case studies.  We will e-mail you all the necessary information for building cultures that matter. 

Connect  with Josh Levine via Twitter and LinkedIn. 

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 courses and you can get the first two modules for free! 

If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

If you’re a reader who loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial. 

For sales concerns, you can shoot us your question anytime. Connect with Donald via LinkedIn, Instagram, Twitter, and Facebook. Audio provided by Free SFX and Bensound.

Sellers, Sales Coach, Donald C. Kelly

TSE 1162: How to Effectively Coach Struggling Sellers

Sellers, Sales Coach, Donald C. Kelly

Sales leaders must help their teams perform at peak levels, so they must start by understanding how to effectively coach struggling sellers

I’ve seen this kind of coaching done badly in the past, and I’ve walked my own team members through these struggles. I’ve developed tips of my own and I’ve learned from Mike Weinberg’s book Sales Management Simplified

Questions to ask

All sales reps and sales leaders endure dark moments where nothing seems to work out. Despite the fact that we’ve been selling for years, we endure periods where we simply can’t close. Very often, when that happens, there are several key things we must address.

These situations don’t develop overnight, and they usually result from slippage in certain areas. Begin by answering the following questions as honestly as you can. You’ll never find improvement if you’re dishonest about your situation. 

  • Does the struggling seller have a desire to succeed and thrive in sales? If he doesn’t have the drive to succeed, no amount of training or coaching will help.
  • Why is this particular seller on my sales team? Did you inherit this seller? Did you hire him?
  • How did the seller get into this situation? What signs did you see along the way? 
  • What has been done to fix the problem? What steps has the seller taken? What steps have you taken?

One-on-one meetings

If you aren’t already holding them, schedule one-on-one meetings with your sellers. I’m a big believer in this method because these leadership meetings offer opportunities to connect with our team members. 

One-on-one meetings with sellers provide time to fine-tune and fix micro-problems before they become huge cracks that jeopardize the stability of our organizations. #SalesCoaching

These can be monthly, or weekly, but quarterly isn’t frequent enough.  

As you work with a struggling rep, you can determine the things that stopped happening. Did he stop planning his prospecting? Is he failing to manage his time? Does he fail to establish a plan for his activities?

If you aren’t engaging in one-on-one coaching, you won’t know what’s happening with your team. When you recognize the problems, you can implement solutions and guide your team members to the right solutions. 

These meetings should be knee-to-knee, eye-to-eye if possible. 

Conducting one-on-one meetings communicates to your reps that you care about their success. When you take time out of your schedule to share suggestions and guidance with your team members, it’s meaningful to your team. 

If something is important to your sales reps, it must be important to you. One-on-one meetings help you determine what’s important to your team members. 

If the rep is really struggling, you can increase the frequency of your coaching sessions. 

Changing mindset

When I was a sales rep selling software, I changed my mindset so that I considered myself the entrepreneur over my territory. Mike Weinberg suggests that you do the same by establishing a business plan for your territory or area.

Whether you’re a BDR or an inside sales rep, begin by determining a goal for yourself. For struggling sales reps, help them to create their own goals and then to establish a plan to follow. Including them in the plan gives them accountability. 

Begin with small goals over the next three months of the quarter. Consider what your financial goal will be. Then determine exactly how they’ll accomplish that. Identify the existing customers that you’ll engage.

Establish a time frame in which your rep will accomplish that goal. Remember to include consequences. Ask your reps what a fair turnaround would be. Then ask your reps what should happen if they don’t meet their stated goals.  

Very often your reps will establish tougher consequences for themselves than you might have set. 

Desire to improve

When you have a sales rep with an obvious desire to improve, bend over backward for that person. Move mountains for her. If she is taking advantage of coaching and she establishes an awesome business plan, reward her efforts. Find other resources that will help her succeed.

Get her books or send her links to relevant podcasts. Meet with her when you can, and email her when you can’t meet. Check in through the day and throughout the week. 

When your sales reps thrive, your business will improve and your company will grow. 

It’s far cheaper to help your sales reps improve than to begin the hiring process over again because you need successful sellers. #SalesTraining

On the other hand, if your sellers don’t have a strong desire to succeed, and they won’t dedicate the effort to improve, then it may be time to remove them from your team. 

In my own case, I had sales leaders who believed in me and who recognized my drive to improve. They coached me through my struggles and helped me get where I am today. 


Once you’ve worked through the plan over the course of 30-90 days, if your rep still isn’t improving, you must identify why. If you’ve done the one-on-one coaching and you’ve helped her create a sales plan, you may have to put her on probation. It can be an informal program, but you must establish a marker that she will hit within that probation period. 

Usually by this point, if the rep truly wants to succeed, she’ll show signs of improvement. Eventually, she’ll have to work on her own and prove that she can hit milestones without other people’s assistance. Without that ability, she’ll eventually have to move on. 

The Sales Evangelist Certified Sales Training Program helps sellers improve by identifying problems and developing solutions to address them. Many individual sellers choose our program for themselves because it’s worth the cost of the training to increase their success rate. 

“Effectively Coach Struggling Sellers” episode resources

Grab a copy of Mike Weinberg’s book Sales Management Simplified

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

Audio provided by Free SFX and Bensound.

Replacement picture, fear of rejection, The Sales Evangelist

TSE 1094: Sales From The Street – “Replacement Picture”


Sellers have built up tension and fears which prevent us from reaching our true potential, but if we create a replacement picture of what success will look like, we’ll move toward positive change.

Mark Panciera is a third-generation funeral director, so he says he has a caregiver’s heart, but he has grown into being a sales maven. He’s a partner of the Pacific Institute, a performance consulting firm with an international footprint, where he helps leaders tap into their potential to drive greater personal and professional performance.

Meaningful change

All meaningful, lasting change starts within ourselves and then works its way out. That equates to mindset or habits, attitudes, beliefs, and expectations. It’s focusing on the beliefs that are propelling us to our greater good or our higher purpose.

It’s about the pictures that we hold in our mind.

Sometimes as sales reps we get focused only on closing the deal. Even before that, we may routinely tell ourselves garbage that keeps us from reaching our potential.

What grows naturally

Think about what grows naturally in a garden: weeds. Likewise, we have a natural inclination. We’ve got this chatterbox in our minds that acts as a little committee telling us what we can and can’t accomplish.

  • Don’t try new things.
  • Don’t leave your comfort zone.
  • You’ll be ridiculed if you fail. 

Mark was full of trepidation when he moved from the caregiving role to transacting business with leaders around the globe. He realized that his self-talk was holding him back.

Mark couldn’t imagine that he could teach them anything that they didn’t already know.

He had to feel the fear and then move anyway. Mark needed to run toward the roar. It’s more easily said than done, but he realized that he had a choice to become more transactionally oriented or to stay where he was. He could either do it or not.

Adult choices have adult consequences. You will have consequences to your choice to make a solicitation or do an outreach or dial just one more time despite a bunch of “no” answers.

Higher purpose

Mark knows that ultimately his higher purpose is served because he will be a caregiver to a larger audience when he transacts business.

He chooses to say yes to that purpose because beyond the fear or resistance or limiting beliefs or self-talk is the replacement picture that emerges when he serves his higher purpose.

When you’re helping people and giving them the tools to think and perform differently, create a “want to” mentality instead of a “have to” mentality. When people are forced to do something, they subconsciously push back on those efforts. It’s even true when you’re forcing yourself to do something.

So don’t push yourself. Create a “want to” mentality. Have some fun doing it. Most importantly, move toward that replacement picture of what success is going to look like.

Burning the boats

If Mark hadn’t moved toward a replacement picture, he wouldn’t have a new career. He stretched himself out of a major comfort zone. His replacement picture was stronger in this new realm.

He had to rebrand himself to do outreach because in funeral services people come to you. Performance consulting was a different story. He had to create a “want to” mentality for himself so he could create a different mindset. Mark had to recast his habits and attitudes toward selling.

He had to feel the fear of something he had never done before and run toward the roar.

Imposter syndrome

Mark wrestled with imposter syndrome because he moved from caring for the dead to breathing life into leaders around the globe. He felt like a poser.

He worked feverishly once he painted the replacement picture to garner the knowledge necessary to built a skill set of competency in this realm. Mark surrounded himself with the right consultants, coaches, and leaders and poured himself into reading, listening, and going to conferences.

Because we think in pictures, he had to see himself in a new picture and then move toward it.


Make sure you’ve got your armor around you and don’t take it personally when you hear a “no.” Even if the people around you like family or friends don’t understand what you’re doing, be convicted based upon your own mindset.

You’re going to deal with cognitive dissonance which will cause you to feel like you’re out of order.

But just as your muscles will feel fatigued and tired when you exercise, you’re going to feel fatigued if you move to a higher level of performance.

Moving through fear

Imagine going to a networking event. Some folks have resistance in their minds to interacting with strangers and possibly being rejected. We worry about forgetting people’s names or not being invited in. We might be a little clunky with our conversations.

If you think about the negative things, that’s where you’ll end up. It’s like a kid learning to ride a bike. If you tell them to watch out for cracks they’ll become so worried about the cracks they’ll end up there.

So now take that same concept to a networking event and realize that if you focus solely on the things you don’t want to happen, you’ll manifest them because the brain doesn’t know the difference between something vividly imagined and an actual experience.

Instead, replace those pictures with how you want things to actually go.

  • I’m going to connect with someone with a cool story.
  • I’ll hear a great speaker.
  • I’m going to learn something wonderful.

And in the end, even if none of that happens, you’re going to celebrate the fact that you actually acted. That success will give you the energy to move forward the next time at the very least.

Faith and brain science

As a person of faith, I often pray, “Help me to be led to someone today who can benefit from my product or service.” It puts me in the mindset to find someone who needs my help.

Whether you believe it’s mysticism or something else, you can drive synaptic firings of your brain and create new neural pathways. You can manifest a morphing of your brain.

Changing habits

People often ask how long it takes to change a habit, but Mark believes it has to do with quantity of repetition rather than quantity of time.

All habits are based on behaviors which are based on beliefs. Go back to the core thinking that drove your beliefs, that drove your behaviors, that drove your habits.

Conduct a self-examination. Do you do a lot of creative avoidance? Do you do a lot of research?

Distal vs. proximal

You can’t get 50 cold calls at once but you can start with the first one. Realize that there are proximal goals and distal goals. The 50 cold calls you need to make are distal goals that are in the distance.

At the end of the day, you need to have that 50 done, but look at the proximal goal to make sure you’re accomplishing them, and then celebrate them once you do.

If you’re looking at 50, how many do you need to make per hour? Game your own system. Create habits around that.

Stop with the creative avoidance and get after the first 10 because those first 10 will motivate you and move you toward the next cup of coffee or the walk around the office.

Build momentum

You only steal second base by getting your foot off of first.

Make the first call and commit within your first 10 minutes in the office in order to build momentum. Then jog around the block and keep your energy up.

Admiral William McRaven gave a commencement speech at the University of Texas in which he encouraged students to make their beds first thing in the morning. If you do, you can never look back on your day and fear that you didn’t succeed at something.

Focus on your strongest picture and if you’re compelled to believe that what you’re selling can make people better then focus on that. Find your why or your north star.

Once you have that prize in mind, get after it.

“Replacement Picture” episode resources

You can connect with Mark at (844) 200-8649 or email him at mpanciera@thepacificinstitute.com or find him on LinkedIn.

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Tamara Thompson, Donald Kelly, Convincing, Closing

TSE 1033: How To Turn A No To A Maybe To A YES!

Tamara Thompson, Donald Kelly, Convincing, ClosingAs sales reps, we all want to know how to turn a ‘No,’ to a ‘Maybe,’ to a ‘Yes!’

Tamara Thompson is the owner of a creative video production company that brings compelling stories and brands to life; from events to influencers to business owners. It is for those who need marketing assistance or who seek to broadcast their authority across different social media platforms.

Video is her forte’. She is very passionate about it and has directed several documentaries.

Tamara started using a video camera at the age of 7 and followed her dream into film school before launching her own business, Serious Take Productions, in 2012.

She is now focused on building her sub-brand, Broadcast your Authority, to help empower more female business owners – from taking the stage, to gaining media exposure, to implementing video that will attract and keep attention.

Tamara knows full well that receiving a ‘No’ in sales is inevitable. She used to take it personally until she read The Four Agreements, a book which she credits with changing her life.

Moving beyond ‘No’

Now, she views ‘no’ with a different mindset. That ‘no’ can turn into a ‘maybe’ and then into a ‘yes’ when you have the mentality and are able to think abundantly in order to handle rejection. Taking rejection personally only allows it to spiral out of control into negative feelings about one’s abilities.

The more positivity flows around you, however, the more you are able to deal with objections. To handle the conversation, you have to be able to listen to why they are saying ‘no.’

It is a preemptive process. It is the preemptive way of thinking when entering into any conversation: don’t expect a ‘no,’ but recognize that it may happen and be prepared.

When facing ‘no’ as an answer, it is time to discover why the hesitation exists. In this way, you can provide a different solution that caters better to the needs of your clients.

As the owner of a professional video company, Tamara knows she has the one-up in many situations simply because, in order to build a relationship with her clients, she needs to know exactly what entices them most and what they need most.

As an example, Tamara recalls hosting a ‘sale from the stage event.’ It’s a selling opportunity to a massive amount of people who are then invited to ask questions and to sign up for video retreats.

One woman, in particular, had many questions about her unique situation. Tamara was able to zero in on the specific hesitations of the prospect and cater to her needs as a result.

Relating to the prospect and fully trying to understand the reasons behind any hesitation is how Tamara is able to turn a ‘no’ into a ‘yes.’


She doesn’t view ‘no’ as a rejection or a lack of interest but rather as a call for more information. A weak seller might give up but a great seller will try to be helpful, to relate, and to listen.

When you truly care about the people you are working with and for and want to build a relationship with them, it is easier to steer conversations toward ‘yes.’ Once you understand the struggles and objections, it is easier to respond properly.

Tamara is passionate about her business. She is confident that listening and empathy can go a long way in helping sales reps close deals even if they are not particularly passionate about their product.

New sellers sometimes don’t know what to listen for.

Tamara recommends doing research on any person you hope to speak with. Take time to learn their lifestyle and interests and what their brand and business look like. Then tailor your questions accordingly.

The right questions – the right amount of interest in what the prospect is already doing – can open them up to tell you more.

Find out why they do what they do and where they want to go.

Most prospects are passionate about their business and when they are hesitant to make a change, you can hear it in their voice. Once you understand their goals, you can help them past the hesitation.

Being persistent

If a hesitant ‘no’ is still the answer, Tamara recommends follow-up.

Aim for a ‘maybe’ even if it means following-up multiple times, or several months later, because people are busy and can’t always respond the first time.

Once the prospect realizes that the sales rep is attempting to provide a solution and to help versus just trying to make a sale, it opens doors.

Persistence and the ability to listen to the real concerns of any prospect are Tamara’s key pieces of advice.

The more they can see the value in what you offer, the more ‘no’ moves to ‘yes.’

“How to turn a ‘No,’ to a ‘Maybe,’ to a ‘Yes!’” episode resources

Check out Tamara’s video content and learn about upcoming events on the Director Tamara Thompson Facebook page. You can learn more about compelling videos, event videos, and influencer and speaker trailers produced by Serious Take Productions at www.serioustakeproductions.com.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.




Pauline Muffin Grayson, Donald Kelly, Ration Your Passion, HGTV

TSE 1009: Sales From The Street: “Don’t Ration Your Passion”

Pauline Muffin Grayson, Donald Kelly, Ration Your Passion, HGTVPauline “Muffin” Grayson is a graphic designer who believes we shouldn’t let anything get in the way of our passion, and she has a single message for us: Don’t ration your passion.

Pauline has a degree in fine arts. After school, she stumbled into freelancing and surface pattern design; the design for gift wrap and greeting cards. You may know her from her designs on  petitelemon.com and Shutterfly.com.

Pursue your passion

Pauline describes passion as doing something you absolutely love without letting anything else get in the way. For Pauline, that is design. She says she is just not happy unless she is doing it. It is who she is as an individual.

Yet sometimes, societal expectations seem to limit us from pursuing our passions.

I remember telling people that I was in sales and getting the distinct impression from them that they assumed it was only because I couldn’t find anything better to do. I wasn’t living up to their expectations despite that I was doing what I truly loved to do.

Pauline can relate.  As a stay-at-home mom, many people wrongly assume she chose to do so because she couldn’t do anything else.

Pauline is passionate about being a mom, but she is also passionate about design. So she found a way to do both. It makes her a better mom and a better designer as a result.

Many people abandon their passion because they fail to set goals. As a young girl on a dairy farm in Idaho, Pauline learned that hard work pays dividends.

She says she is not the best designer out there but believes that her hard work and her goal to continually improve is what sets her apart.

Don’t be afraid to try

Fear is often not even based in fact. We worry about what might happen and create a false reality as a result. It is helpful to have someone to discuss your goals and aspirations with; someone who can keep you grounded and on course.  

Set goals high but also set reasonable timelines to reach them.

Pauline recalls a time when she met the owner of Betty’s Beds, someone she really wanted to work with. Fast forward a year after their initial encounter and Pauline never heard back from the owner. But rather than letting it go, or being afraid to reach out, Pauline sent them an email.

They have been working together now for some time and Pauline has seen her designs on blogs, magazines, and HGTV.

Don’t give up

Pauline could have concluded from the year-long gap in communication that the owner simply didn’t want to work with her. Instead, she chose to understand and empathize that they are busy with their work and their families, or that maybe the timing wasn’t right, etc.

Pauline chose to share and offer value and it paid off.

From doing this podcast, for example, I’ve been introduced to many more people and opportunities than I ever would have if I hadn’t put myself out there. You have to get out and share.

Do what you love and put it out there for people to see.

Finding your passion

Pauline always had an interest in art but as a young girl on a dairy farm, all she really knew was that she liked to draw. It wasn’t until high school, with the encouragement from her art teacher, that she started taking art classes. Soon afterward, she attended a business conference where she heard a graphic designer speak.

The spark was lit. She knew that was what she wanted to do.

She remembers being awful in so many of her classes. It just didn’t click until her very last class in college but she worked at it and eventually figured it out.

She began working as a freelancer, designing gift bags for Target, after being laid off from her first office job when the company was bought out.

With the confidence she gained from seeing her products on display in a huge retail setting, Pauline started a blog to post more items that she had designed. It was there that she got the call from Petite Lemon and Shutterfly.

Put yourself out there. Don’t worry about whether it will be liked by everyone or not.

Do what you love.

“The work you do while you procrastinate is probably the work you should be doing for the rest of your life.”  

To Pauline, that is the best piece of advice because that ‘other thing’ that you choose to do may just be your passion.

Find a way to do what you love. Be happy!

“Don’t Ration your Passion” episode resources

You can reach Pauline “Muffin” Grayson at muffingraysondesign on Instagram or through her website at www.muffingrayson.com. You can also find her on Pinterest and LinkedIn.

Pauline "Muffin" Grayson, Passion, The Sales Evangelist

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast  so you won’t miss a single episode, and share with your friends!

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Shane Spiers, Donald Kelly, Strategic Planning, Sales Training

TSE 995: TSE Certified Sales Training Program- “Strategic Planning”


Shane Spiers, Donald Kelly, Strategic Planning, Sales TrainingStrategic planning isn’t only for entrepreneurs: Shane Spiers says sales reps must know where they are headed and what the team’s common purpose is.

Strategic planning helps sales reps work better as part of a team and achieve more.

Originally from New Zealand, Shane now calls the UK home. It is where his career has grown to what it is today. His record is dominated by leading and scaling 7, 8 and 9-figure rapid growth companies, mostly in real estate, construction, and service-based businesses.

Shane created Summit Leader to help 7-figure entrepreneurs scale with an 8-figure growth model. His focus is helping businesses scale from entrepreneurial to managed growth. [00:29]

Approximately 96% of businesses earn less than $1 million in revenue. Of the 4% that make it past a million, only 10% make it to $10 million.

With only .4% of businesses reaching the $10 million mark, Shane hopes to have an impact by producing more 8-figure businesses. [01:20]

A common goal

As a business moves from entrepreneurial to managed growth, the management, leadership, and logistical challenges become quite different.

The startup ways of working can hinder a business rather than advance it.

Shane has been down the path many times before. He understands the importance of including sales reps in the process of strategic planning to grow a company.

Whether you are a business owner, team leader, or part of a team, it is important to understand what the company stands for and what it believes in.

It is important to know the common goal and your purpose in achieving it.

A team without priorities, or with different views, cannot work well together. [02:23]

Strategic thinking and execution

Before you can plan where you will be in the long term, you must make decisions about who you are and what you stand for. Decide how you will differentiate yourself from the competition. In the sales world, particularly, be very clear about who comprises your target market.

Know who your ideal customers are, where they are, and what is important to them.

It starts with upfront thinking.

Know where you want to go and make a plan to get there.

Establish your guiding principles first. Build your core. When businesses fail to clearly define their values, it trickles down into the sales force. [03:35]

Think about your core as the provider of stability, power, and control that will support growth. Without a strong core, you risk instability from cultural challenges, loss of focus, disengagement, and a lack of heart.

An organization or team that is weak will struggle.

The core values are what you will do – and won’t do – to get what you want. They are the timeless, fundamental principles that define a company’s culture.

It is the first step in strategic planning because it sets your purpose. It is the root of your business.

Once you are clear about the Why of your company, you can work on the How. Where do you want to be in two, three or even ten years? What you do want to achieve? [05:50]

A part of the whole

No matter how large or small your role, you are contributing to the larger story.

Consider the time when President Kennedy visited NASA and struck up a conversation with one of the janitors. When asked what he was doing, the janitor replied that he was helping to put a man on the moon. And he certainly was.


Strategy follows when you direct your attention and decisions to how you will differentiate yourself from the competition.

Shane believes that decisions about how to best plan and strategize come easier to companies that establish their core principles first.

It is easier to make a decision when you know what you stand for. [09:41]

One common problem among fast-growing organizations is that they simply have too many priorities. In an attempt to cover all their bases, they lose focus.

A long list of objectives combined with a scarcity of time, energy, and resources results in mediocre accomplishments. There is a failure to accomplish what matters most.

If everything is important then nothing is.

Growth and scaling are about taking one significant step at a time, checking the data and adjusting accordingly. [10:40]

Establish a rhythm

Once your core is established and you are clear about your long-term focus, it is time to prioritize. Break the ten-year plan out into a three-year plan, into a one-year plan, a 90-day plan, etc.

Create routine, focus, and discipline. Don’t become overwhelmed by the monumental task of the long-term goal. Set bite-sized goals instead.

Focus on the 3-5 things that will move you forward as a team. Get into the habit of celebrating success every 90 days.

To build and maintain momentum, plan for more meetings or a daily check-in. Discuss administrative and tactical issues, provide updates, and take advantage of unforeseen opportunities. Review progress on a weekly basis.

Use the collective brainpower of your teams to tackle issues before they become problems.

Routines can set you free. Revolve your business around 90-day goals and life becomes more manageable. Take the time to do it properly. [12:41]

When the fundamental beliefs of your company are clear, they will drive your company forward.

The right people will be attracted to your teams.

“Strategic Planning” episode resources

You can reach Shane and check out his many free resources at www.summitleader.com. He also hosts a live webinar every month at www.summitwebinar.com.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

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Donald Kelly, The Sales Evangelist, Goals, Planning

TSE 982: Throw a Dart at The Wall Goals

Donald Kelly, The Sales Evangelist, Goals, PlanningToday on The Sales Evangelist we’ll talk about planning and setting effective goals.

It’s that time of year again where we find ourselves contemplating our achievements over the past 12 months. Some of us reached our sales goals and some of us did not, but we can all benefit from reflecting on what worked well, and what did not work at all.

Have a plan

There’s a difference between setting goals by ‘throwing a dart at the goal wall’ versus setting goals based on the experiences that we are guided towards by the people we meet.

It is the difference between having hope and having a plan. [03:27]

A ‘throw a dart’ goal is as simple as choosing a random number – say $80,000 for example – and then setting that as your commission goal.

But why that number? Are you simply hoping to make $80K, or do you have an actual plan in place to achieve it?

I hope I lose 10lbs next year, I hope I win the lottery, I hope we get out of work early… Those are all just hopes because there is no plan in place to accomplish any of it. You have no control over the outcome.

Goals, however, are fact-based. Let’s consider again the idea of earning $80K in commissions. If you made $40K last year and you know you want to push yourself more next year, does doubling your income seem realistic? Or is a goal of $60-65K more reasonable? [04:16]

Unrealistic goals

The problem with repeatedly setting goals that are not based on fact is the likelihood of failing to meet them. It becomes a vicious cycle. We fall short of our goal, we feel deflated as a result, and we stop trying.

This contradicts Grant Cardone’s 10x Concept but hear me out. Let’s say I went to my manager and told him that I am going to try to get a million dollars in revenue for the year. We put that idea in motion and plan around it despite that, in reality, my highest revenue ever was $50K. It’s just not going to happen because it is an unrealistic goal from the start. [05:10]

So what steps can you take to ensure that your goal is both realistic but also pushes you to achieve more? I have five that I want you to consider. [06:50]

Reasonable and achievable goals

Learn from the experience of others. Talk with your teammates that have done well or talk with your manager. Find out what goals they set when they were new to the business.  What steps did they take? What is a reasonable goal in their opinion?

Put your goal in writing. Once you have decided on a reasonable goal, write it down and put it where you can see it. Studies have proven that goals that are written down are more likely to be achieved because there is a confidence that comes from taking that first step.

Focus on fewer goals. This may sound counterproductive but do you really have the time and energy to reach your sales goals, be the top seller, get 10 new clients every week, go to the gym every day, travel the world and achieve those lofty 10x goals? Wouldn’t it make more sense to break it down into fewer achievable goals instead?

Your goal needs to be measurable and specific. Suppose, after talking with your teammates, you’ve set a realistic goal of $50K.  The next step in achieving that goal is to decide how, specifically, you will achieve it. Break it down. How many new clients, for example, would you need to achieve the $50K? If gaining eight new clients is possible based on previous experience, then a goal of 10 new clients is not so far-fetched. [09:06] [12:21]

Divide the goal into manageable pieces. The beauty of the book The Twelve Week Year is that it breaks the entire year down into 12-week increments so that you can take your goal and divide it into quarterly goals. How many appointments, how many new clients, how many presentations etc. do you need, on a quarterly basis, to stay on track? Put those calculations into your calendar and work toward them on a regular basis.  

It really helped me to achieve my goals because it is so manageable. I can focus on what I need to do each day or each week to achieve my end goal instead of just hoping that it magically comes together at that end.

A quarterly focus on a realistic goal enables you to turn the process into a habit. Once you have the system down, you can replicate it over and over again. You are going to see measurable and amazing results. [09:57]

We’ve had our best year yet at The Sales Evangelist and I want to make sure you can do the same. I’ve been in your shoes and I really enjoy helping new sellers however I can.

We are already planning for next year by taking a look at what we’ve accomplished this year and what we hope to accomplish moving forward. I hope that today’s podcast will help you do the same.

“Goals” episode resources

Get a free download of the Twelve Week Year, as well as a 30-day free trial of the audible version, at audible trial.com/TSE.

Check out our Facebook group, The Sales Evangelizers. It is for sellers all over the world to share insights, ideas, ask questions, and so forth.

If you are not pleased with your CRM or think it could be functioning better, check out Maximizer CRM. Maximizer is a personalized CRM that will give you the confidence to improve your business and increase profits. Go to TheSalesEvangelist.com/maximizer for a free demonstration. [00:43] [14:45]

We are also brought to you by prospect.io/tse.  Do yourself a favor and check them out. Prospect.io is a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. It has changed the way we prospect. [00:43] [13:57]

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher or wherever you enjoy fine podcasts.

And be sure to subscribe to the podcast and share with your friends!

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Donald Kelly, The Sales Evangelist, Leading, Little Things

TSE 907: The Little Things Matter The Most When You’re Leading

Donald Kelly, The Sales Evangelist, Leading, Little ThingsHow far are you willing to go to get ahead of the competition? In order to be successful, you must do the opposite of what everyone else is doing. Realize that little things matter the most when you’re leading, and if you adopt them in your own business, you can become a better sales leader.

On today’s episode of The Sales Evangelist, I’ll share the true story of a dentist I visited who went the extra mile, and why it made such a big difference.

This dentist didn’t do anything big. Take note of the five little things that will cause your sales staff to look to you as a sales leader.

1. Recognize them out of the blue.

There are natural occasions like birthday, anniversaries, kids going to college or graduating, or 5th anniversary working with the company. A lot of sales leaders aren’t acknowledging these natural opportunities to recognize an employee.

Call them to see how they are doing; maybe on a Wednesday just to see how the day went and how the deals are going. Encourage them along the way, even if things didn’t go the way they wanted.

Your team will learn to trust that you’re looking out for their best interest, and they’ll trust and support you. And when you need help, they’re going to work harder for you.

2. Take time for one-on-one coaching.

Make sure you spend time with your sellers so you’ll understand their strengths and their struggles. Prioritize one-on-one coaching.

Stephen Covey’s fifth principle says to seek first to understand, and then to be understood. Before you focus on helping them understand the things you need them to get done, seek to understand the things they need.

Treat them like your customer. Make them feel good.

3. Recognize their successes in front of their peers.

When a sales rep closes a deal or lines up an appointment or gets a referral, recognize them in front of their peers.

Sales reps love recognition, and if you can make them feel good, they’re going to work harder to repeat that action. You’ll communicate to them that you care about the sales reps and they’ll want to work hard over and over again.

4. Make their goal become your priority.

It’s tempting to think of this the other way around and expect your sales team to make your goals their goals.

Begin the other way around. If your sales rep wants to buy a house, or get a new car, or take his family to Europe, or pay off college loans, make that goal a priority.

If you, as a sales leader, are focused on making me win as a seller, I am going to do everything you need me to do. I’ll understand that you had my best interests in mind.

If, for example, they are planning a trip, and you engage with them to find out details about the trip, and where they are in the buying process, and what the costs of the trip will be, it will communicate that you care about their needs rather than pushing your own.

5. Challenge them, trust them, and empower them to do tough things.

Let your team members know that you’re confident that they can handle the tasks you’ve given them.

Remind them that you’ll help them through the process.

Don’t simply give responsibility to the best sales reps on the team; trust and empower your sales reps with important tasks. Don’t give them too much too soon, and don’t give them work that is difficult for them to bear.

Remind them that you have confidence in them.

As your team members achieve success, gradually increase the tasks you entrust to them.

Give your sales team reasons to brag about you; to realize that they have the best sales leader in the world.

I share stuff like this because I want to help you guys find more ideal customers, to build stronger value, to close more deals, and most importantly to challenge you to do big things.

“Little Things Matter the Most” episode resources

Today’s episode is brought to you by Maximizer CRM, a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Check out the Video Jungle podcast, which teaches you how to utilize video to stand out from your competition. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Sales Plans, Goals, Mindset, Motivation, Gitomer, Jeffrey Gitomer

TSE 771: Jeffrey Gitomer – Setting Goals & Developing a Sales Mindset

Sales Plans, Goals, Mindset, Motivation, Gitomer, Jeffrey GitomerDuring this episode, I was able to bring back on our VERY first guest, Mr. Jeffrey Giomer. He shared with us thought about effective planning, goal setting, and motivation. Listen to it and see how it can apply to you and your business.

Greatest Showman, Sales, Entrepreneur, Business Person

TSE 767: 6 Sales Principles I Took Away From The Greatest Showman (Part 1)

Greatest Showman, Sales, Entrepreneur, Business Person

This past weekend, we watched The Greatest Showman. Over two episodes, I will share with you what I learned from The Greatest Showman as a business owner and valuable sales principles you can take and apply to your life. Check it out and let me know your thoughts.

My coach, Linda Yates, has watched the movie two times so it got me curious what actually makes the movie so great.

So there I watched it and looked for the entrepreneurial/sales aspect of it.

The First Three Sales Principles from The Greatest Showman

Setting Goals

In the movie, P.T. Barnum started from scratch and he wanted to prove to his father-in-law who said he couldn’t make it, wrong. He wanted to make himself something in the society. Third, he wanted to be respected by the higher classes.

While this gave him a lot of drive, there is also a flaw here. You can’t base your success on somebody else. You have to do it for yourself.

I was raised by my single mom and when when to the point that we were homeless. From then on, I promised myself I would never go broke again. At that age, it gave me the desire to earn my income. It gave me the drive that I will never allow my family to be in that situation like that again.

Working Beyond the No

You’ve got to hustle. The only person that’s stopping you from getting that big deal is yourself. Don’t let that stop you!

When Is Enough, Enough?

There comes a time where you will be achieving your goals. But is this going to push you beyond the things that matter the most? At one point, P.T. did.  And when you allow this to take over your whole life, then you will have a problem. You must have an idea of when is enough, enough. It’s okay if you always have that goal but make sure you don’t put that stuff in front of your family. Never neglect your family. Spend some time with them. Don’t let money come before you and your family. So have that number in your mind.

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

Check out the TSE Hustler’s League.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Sales Success; The Sales Evangelist; Donald Kelly

TSE 133: The One Thing You Must Do To Succeed In Sales!

Sales Success;  The Sales Evangelist;  Donald Kelly During this episode, I go over the one thing that every seller must do to find success in sales. It’s being able to quantify your performance with data and key indicators; AKA, setting goals and tracking your performance. If you are not doing anything related to this, you are playing a guessing game and not taking your sales career serious. The common questions I get are: “How do I know what to track?” and “What do I need to do to get started?” As you listen to this episode, you will hear what I have done and then you can tailor yourself accordingly.

1.Set an over-arching, measurable goal for your sales success

2.Break that goal down to quarterly, monthly, weekly, and daily figures

3.Develop “key indicators” or activities that are going to help you accomplish your weekly, monthly, quarterly, and ultimately your annual goals

  • Here are some examples:
    • Conversations with Prospects
    • Less Messages
    • Emails Sent
    • Referrals Received 
    • Referrals Given 
    • LinkedIn Connections 
    • Networking Events 
    • Appointments Set
    • Demonstrations
    • Budgetary Meetings
    • Deals Closed 

Once you have these set key indicators, you can start to track your performance for improvements. You can then focus on areas you need to tweak and so forth.

Below is an example of what I used as an inside sales representative. If you desire an electronic copy of your own, send me an email at Donald@thesalesevangelist.com

 Podcast Paradise Cruise

The Sales Evangelizers

Donald Kelly, Sales Podcast, Sales Healthy

TSE 098: Getting Sales Healthy Part 1: “Getting Started”

Donald Kelly, Sales Podcast, Sales Healthy Christmas was here and now it is gone. Man did we have a great Christmas! We hope you did as well.

As the New Year starts we tend to start off a list of resolutions that we want to accomplish for the coming year. During this episode I will share an experience I had, just last week, on how going out for a run and getting in the exercise mode related to setting sales goals.

Over the next three episodes, I will layout three important things you need to do, in order to get sales healthy goals going for 2015. Each episode I will present a principle that you can apply for the new year and how to implement it.

During this episode I layout:

  • The first thing you need to do is actually start!
    • With any goal anyone may have, the toughest part is actually getting started.
    • Learn to work through excuses.
    • The longer you take to start, your vision will begin to disappear and you will end up not getting stating.
  • Stating off will be tough, but it will dissipate and you will start feeling good.
  • Stop analyzing and just DO IT – GET STARTED!
  • Write your plan out and specific date/time to GET STARTED!

During our next episode we will go over the next principle you need to do to start off the new year right!

Reach out to us on Facebook.com/TheSalesEvangelist and share how you will start out the new year.