THE PROBLEM: Successful Sales Career Halts in Progress
Mike worked for a Fortune50 company and had taken nearly every sales training and presentation improvement course available. After a few years of a successful sales career, he was making six figures, but found himself hitting a glass ceiling. He couldn’t figure out how to increase his income any more than he had for the last six years. He learned that every year his quota would increase to at least the amount that he brought in the year before. Mike grew his territory from $750K to over $200M. When he went to his boss to seek help on how to improve, Mike was met with the response, “you are making enough money.” It became clear that nobody else would help him attain new growth; in fact, he was met with envy and isolation from others. Mike knew it was up to him to figure out how to improve.
THE DISCOVERY: Unwittingly Sacrificing Sales
A coach interviewed Mike and had many insights about his background, skills, values, motivations and style. Since he had been an engineer before becoming a salesperson, he had a very specific background using the equipment he now sold. The consequence of this was he felt like an expert and loved solving problems for his customers. He described several sales situations in which this characteristic actually cost him sales because customers often used his ideas and deployed the solutions he recommended without buying from him. His coaches calculated a 20 percent income growth if he could convert those situations into sales.
THE SOLUTION: Launching his Own Company
The coaches recommended one-on-one coaching, and Mike had a breakthrough three months later. He discovered he could start his own company, which would free him up from being limited by a commission structure. He knew he had all the skills to do so. Even more importantly, this idea aligned with Mike’s vision, motivators and personal need to contribute to people. He knew in his heart he could sell, and even with the risks, that he could succeed. He had always wanted to own his own business, but always felt held back, because of the overwhelming fear of failure. He chose to open his business. Mike actually hired his coach as his first employee and started Conquest Systems in October of 1997.
our insights for income growth
Is predictable sales and income growth an art or a science? We can prove it is mostly science. Those that think it is mostly an art, luck or voodoo, may not understand the root causes that create seasonal revenue, flat growth or receding income.
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