Matt Ferguson’s Post

Recent studies tell us the average cost of an underperforming sales rep is between $381,000-$1M. Avoid making costly mistakes and build your sales dream team, by assessing your top performers and your bottom performers. Seeing the differences in how they think (problem solve), naturally behave and if they have a passion for sales is the key to hiring. Let us help you find the key to your best sales reps success!

What do you do to rejuvenate?   Becoming a high-performer in sales is not for the meek and mild.   Every week you…   ● Send introductory emails that are ignored ● Make phone calls that are met with resistance ● Go out of your way to attend informal and formal events where you may not know anyone ● Ask questions that are met with surface level responses ● Often work through discomfort and uncertainty as you try new things to get better ● Watch others around you succeed while wondering when is it your turn   All the while fighting with your own innate insecurities and asking yourself – can you do it?   👉 Remember to take a step back and don’t get caught looking at the immediate experiences and results.   High performance is a product of consistent effort and incremental improvement.   Six weeks and six months from now will look and feel different if you stay disciplined.   Listen below as Pam and I discuss the importance of down time on your journey to becoming a high performer.

Missing quota despite being a star sales rep? The issue may not be you. All parts of a company must support sales. Every department. Every leader. Limited or no support? You're facing a tough hill to climb. Sales success is about more than just the reps. Below average reps can outperform with company support. Talented reps may fall short due to INTERNAL barriers. My mission? Equip sales teams with the support, tools, and processes to excel. When sales exceed targets, everyone wins. 👉 What's your favorite part about sales?

Ready to escape the sales grind tomorrow? Picture this: a team that not only matches your selling prowess but surpasses it, driving revenue to new heights. Imagine scaling this skill across multiple team members. Last month, a client’s team achieved a staggering 73% conversion rate, setting their fourth record in five months. Sounds unbelievable, right? But it’s not a fluke. This transformation isn’t magic; it’s the result of consistent training and development. We've taken raw talents, some as young as nineteen, and crafted them into confident, high-converting sales professionals. Imagine stepping back as your team closes deals seamlessly, leaving you free to focus on growth instead of being indispensable. This isn’t just about boosting sales; it’s about reclaiming your freedom. Rethink the possibilities. Witness the power of a well-trained team. If you think no one can sell like you, let us surprise you.

Why on earth do sales organizations make it so damn hard to build a legacy at their company? It's literally one of the best and easiest things you can do to improve sales performance and team culture. 📈 We as humans want to matter. We want to know that grinding every single day in sales matters and that we were here. But it's hard to matter when every month your hard work is washed away and erased when the dashboard gets reset to zero. There is no opportunity to build a legacy that matters within the company. No opportunity to say, "Wow I did that. I mattered to this company." And feel proud of your accomplishments when that day finally comes and you decide to leave the company. Instead most salespeople leave companies and think: "Well, that was 3.5 years of my life. Did I matter? Did I make a difference? Does the company even care that I was here?” 🤔 Feeling unimportant or devalued or worthless feels horrible. Salespeople show up and grind every single day and their Mental Health is impacted on a weekly basis while selling for a company. The least a sales organization can do is do a better job recognizing them. To start, here are some ideas to show salespeople they mattered 👇 : 1 - Create a Hall of Fame to remember top salespeople of the past. 2 - Keep Lifetime Revenue and key accomplishments visible at all times. 3 - Assign team captains voted on by their peers. 4- Finally, take the time to show a salesperson how much they mattered when they do decide to leave, by sharing a farewell package outlining the impact they made. Something they can take with them and hang on their wall. These types of actions will do more for building a strong sales culture than any farewell cake or bar night ever will. 🧠

Each “no” in sales is one step closer to a powerful “yes.” Remember these 5 things: 1. Rejection isn’t personal. Not everyone's ready for your product or service right now. 2. There are people out there who need your product. It's your job to find them. 3. Reflect on your success, and the lives you've changed.  Use that as fuel. 4. Don’t let a “no” de-motivate you. Stay positive with every prospect. 5. They might not see their need yet. Your job is to make them see it. Salespeople will always face rejection. Some days will be tougher than others.  But every "no" brings you closer to finding your next customer. And when you do, it’s worth it. Keep going. 🔥 ♻️ Share this to inspire others ___ → I’m Melina, Executive Coach and Business Strategist. → My first cohort for Account Execs kicks off in September. → Interested? DM me "Waitlist!" for details.

How pleased are you with the performance of your sales team this year? As you plan for 2025, here are some questions that shouldn’t be overlooked:   🎯 What's your sales growth strategy and where will sales come from, specifically?   ❔ How do you know whether you have the right sales people and enough of them to execute your strategy?   💲 How will you avoid a bad sales hire next year?   📢 What needs to change with the level of coaching and training to deliver your goal?   📑 What will you measure to know whether you are tracking to your goal?   If you don’t know the answer to these questions. You're not alone. Let's have an open and honest discussion about where you have concerns and see if we're a fit to work together.   Get intentional about sales growth. Direct message me or schedule time.

The unspoken assumption every salesperson I've ever worked with has had about the role is that there's basically two primary parts to our job, and it wasn't until recently that I came to realize there's actually three. The two everyone agrees on are; 1. Uncover pains/needs/goals 2. Position our solution as a match for the above Every sales training I've ever received, whether internally or from an outside vendor has focused on one of these two areas. but there's actually a third job, which is probably the most important of the three... It's something top performers due instinctually... it's something that I'm now flabbergasted isn't commonly trained on... The third job is Shaping the buyer's perspective. Shaping the way they see the problem, the cause-and-effect relationships they see in their business, the level of priority they put on different factors, the stories they tell themselves about how they got here and what it will take to change. If you can shape all that, then the job is more than half done before you've done your first demo. If you can shape that, then your win probability will soar regardless of how many MEDDPICC fields you do or don't have filled in. Big thanks to 🐒 John Bissett and 🐒 Calum Kilgour for helping me see the significance of shaping! #sales #salestraining

Sales isn’t just a job. It’s a mindset. As we close out the week, let’s remember: ↳ Every "no" ➙ gets us closer to a "yes" ↳ The best salespeople don’t sell ➙ they solve problems ↳ Challenges aren’t roadblocks ➙ they’re opportunities to grow 🎯 Whether you crushed your targets or learned valuable lessons this week, give yourself credit for showing up, putting in the effort, and staying in the game. ✨ Pro tip for next week: Stay curious. Ask better questions. Your prospects don’t just want solutions - they want to be understood. 💬 What’s one win (big or small) you’re celebrating today? Happy Thursday ! Let’s go into the weekend strong. 🚀 #SalesMotivation #FridayVibes #SalesSuccess #KeepPushing #salestips #salesposte

The average salesperson will make this basic mistake. They use a one-size-fits-all approach, but top Sales Warriors know that mastering the art of adapting to different buyer types is the key to crushing your quota. 🔑 It's not about working harder, it's about working smarter. When you understand the 3 critical categories every buyer falls into, you can effortlessly guide them to a decision and close the deal faster than ever before. 💰 Stop spinning your wheels and start dominating your sales game. Tap the link below to discover how to recognize the "just looking" buyer, the "overwhelmed" buyer, and the "torn" buyer - so you can give them exactly what they need to say YES to you, every time. 🙌 Elevate your skills, shatter your sales records, and join the elite 1% of Sales Warriors. #SalesWarrior #SalesTraining #JasonForrest #FPG