The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 3 years ago

Friday Fundamentals EP 22: How to Become a Top Performing Sales Rep at Any Company

ABOUT THIS EPISODE

On this episode of Friday Fundamentals, we're discussing how YOU can be a top performing sales rep at any company. First piece of advice? Develop a VPC (value per customer). Listen in!

Hey everybody, it's Sam Jacobs. Welcome back to the salesacker podcast. Hope you're having a great Friday. You're joining us for Friday fundamentals and we've got on the show this week this week's guest Travis Huff, who runs be tob sales for wayfarer. Sales director over there, helping grow that business from three hundred million to a billion over the last just under three years, I think, and Travis was this week's guest. He did an amazing job and we're here to talk about the science of sales and how to make sure that, even if you are not the prop performer at your company, that you can compete with those top performers. Than what we need to do now? Before we dive into that, we want, of course, thank the people that put food on the table, at least food on the table for me, and that is outreach. So outreaches the sponsor Friday fundamentals, and they triple the productivity of sales teams and empower them to drive predictable and measurable revenue growth by prioritizing the right activities and scaling customer engagement with intelligent automation. Outreach makes...

...customer facing teams more effective and improves as ability into what really drives results. And if you're out there online, at Amazon or in a bookstore outreach, the team at outreach, which is Max all Tuiler, many Medina and Markostle glow, just released sales engagement, the definitive book on sales engagement, which is a fascinating page Turner and a great raid. So pick it up if you have a chance. It's on Amazoncom. And thanks to outreaches always for their patronage. Without further or do we want to talk to Travis? So, Travis, when you're thinking about I am not the top performer but I want to compete with a top performer. What do I need to do? Give me some advice. Great. I love this question because I think you've got so many people coming into the sales industry and they've haven't been in the sales industry before, you know, and it's an intimidating thing to come into a sales organization and to see your top performers. And you come in there and you struggle and the company gives you your baseline activity metrics and they say you need to make this many attempts, as many connections per day and here's...

...your quota. Go Out and get it. And I think the biggest mistake that new sales people make when they come into the industry and come into a company is they look at that revenue quota and they say I'm going to go after it. But what they've never done as they never stopped to say, what is my personal quota against my personal activity metrics? Right? So let me give an example. So I think what he first thing that you need to do is you need to establish what I call a VPC of value per contact, and that is an individual metric. It's not a company metric. It tells you how well you do against the revenue that you create. So what's your skill level and creating revenue? And it's a really simple equation. You just take your total revenue that you've sold over thirty days and you divide that by the total number of connections that you've made and that's going to spit out your BPC. Now you have to determine what determines a connection. So...

...for us it's any outbound call over three minutes long. So the only three minutes, because you're probably not talking to a voicemail. You know, probably in a conversation, and so that VPC number may spit out depending on, you know, the business you're in. For us, and average VPC is about six hundred and fifty dollars. So then what you need to do is you take that VPC and you go to your quota and you take your quota for the quarter or the month, whatever it is. You divide it by that VPC and then you take that number and you divide it by the total number of days that are in that quarter or in that month, and that is going to spit out the total number of connections that you need to make. And here's the beautiful thing about it. People look at that number and it's going to vary. So your top performers. So I'm going to give you a real example inside of wayfarer. Inside of wayfarer are minimum is twelve connections per day per rep. and so our top earners, if you do this math, their connections per day are going to be eight connections per day,...

...nine connections per day. It's not even going to be the minimum. So are other reps who are brand new to the organization. They're going to look at that and they're going to go well, I'm going to need to be at fourteen, fifteen connections per day, but that's okay. And so here's the reality and the conversation I have with sales people all the time. Look, sales is not fair, but if you want to compete at the highest level, you you can do that if you know what your science is. And so I've got reps that come in, and this is an example. When I first came in I had two reps. they were not leading the sales organization, but they wanted to and we figured out their math and then we said, look, you guys are going to need to be sixteen connections per day. That's a lot for you guys to do and you have to be consistent. And so what they did is they went through and they made it commit to meet to each other they were going to work that process and every single day they didn't leave until they had twelve or sixteen quality connections per day and at the end of the quarter they were number one and number...

...two in the organization, across the whole sales organization. And the reality was is that they had and they were not the best skilled salespeople. They just simply outworked everyone else but here's the interesting thing. As they made more connections than everyone else, they were taking more turns at the plate and so their skill level was increasing throughout that quarter. And so at the end of the quarter, I so what are you guys going to do? Obviously now your VPC's increase. You know you're making sixteen connections a day. What are you guys going to do? They're going to probably lower your connections per day and they said no way. We figured that we can do sixteen connections per day now our VPC is higher. Is going to actually drive more revenue. So everybody's trying to catch us. So now we're going to maintain it. And so I think for sales reps coming into the business, that's what you've got to do. You've got to hit the ground running. Sometimes you've got to...

...work harder than the people next to you, but working harder produces a better skill set, you learn faster and as long as you understand your metrics, you'll never never miss another quota again if you're living that and being true to it. But remember those numbers are every day. So if you come in one day and you miss it by five connections, those five connections don't go away. They need to be made up somewhere else. So some days you're going to be over, some days you're going to be under. You just need to make sure that you're true to the science of those numbers, because they will produce from for you every single month and every single quarter without fail. It's fantastic advice. So value per connection, and we've heard it here on Friday fundamentals, value per contact. Sorry, that's that's what Travis has to share with us. Travis, remind us about your email address again. There's folks out there that are probably inspired by what you just share to want to reach out to you. Yep, email is true. Tea huff at...

...wayfarercom. Shoot me an email. If you want the formulas, that'd be glad to send it out to you. That's awesome, Travis. Thanks so much for being our guest this week on the salesacker podcast and thanks so much for supporting the show. I'll look forward to meet you in person soon. Yeah, look forward to it. Thanks.

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