Jeremy "Monte" Montgomery

One area that I think we should all be very aware of and understand fully is our key performance indicators or KPI's that we are being measured by. Once we fully grasp the measurement tool I always suggest for high achievers to want to know who the best is, and what they are doing. What metrics are they nailing or missing and why? Do they receive the same level of interest in improving those areas of opportunity or does the company leave them alone. Find out what metrics truly matter to the company, find where you fit on that scale and seek advice as you review the evaluation process. Do you feel the metrics fairly assess your progress or capabilities? Are there areas of evaluation you disagree with? Ask!

One of the most effective training styles for me is to watch those that are better then me in action. They are not as hard to find as you might think. Don't be afraid to ask to be a silent observer of those in your craft. There is an amazing power in watching other navigate a sales call and provide solutions to a clients problems. Sometimes it is the simple lessons that make the biggest differences. Examples could be the timing in which you provide a benefit, a turn of a phrase, how you close, the confidence you have or even your non-verbal communication...which can be very loud. Observe high performers every chance you can.

What has nearly always given me perspective and tools to move past obstacles is self evaluation and mentorship. Being aligned with a network that has high achieving people in it can lend you an opportunity to discover different methods, market information and almost always another way of looking at things. Networking is often a place you find solutions to common problems. It can also be a place you identify an under served portion of your market that you can then provide solutions to. Struggling without engaging your networks power seems foolish to me. Most people are willing to help. Practice with them, do a mock pitch and don't be afraid of the feedback. Embrace it, take the parts of the feedback you resonate with and run with them.

One thing I have also found helpful is framing the results of sales efforts. What I mean by this is that often the sales person who gets the most "no's" in a given week will often have the most sales the following. Now don't pin me down on that time frame but do pin me down on the point. The point is that sales is hard, and it requires grit to outlast all the nos. So remember when you embrace the clients problem that you have a solution for and you've provided as much value and true benefits to them...there is little you can do but allow that to marinate. They will buy if you've answered there questions and provided value. Often my biggest challenge in direct sales is not being prepared to answer the true benefit & value to the client.

One thing I have always found is to remember what problem you are solving for people, companies and organizations. By focusing on the problem you are solving it allows for you to be ready. I'd also say that having a genuine curiosity towards the problem your solving and what it can do for people will keep you prepared and focus on the most important thing...which isnproviding value.

Tools are important and having the right one for the right job is critical. I think what can get overlooked sometimes is that online tools can be overwhelming for some on the team. The transition to these tools can cause a lot of stress. Its important for the team to recognize this and train to each person's needs. Different people will embrace the tools and run with them while others will be resistant or even struggle with them. Allow enough time for tools to be introduced and adopted by as many as you can.