Scott Purves’ Post

CEOs and Owners, it's a hot Monday afternoon in late June. Feeling concerned about your sales projections for the 2nd half? You're not alone. But remember, there's an opportunity to revamp your sales organization and excel in your sector. Need a hand in achieving that? I'm here to help. #sales #opportunity #businessgrowth

If you’re in sales, right now you're probably looking closely at the goals you set early in the year. And you might have a clear sense of whether you'll hit those goals this year or not. It’s important to set goals. But not at the expense of celebrating the small wins that prove we’re capable of making change for the better and progress along the way. Focusing on smaller accomplishments can bolster positive feelings, motivating us to take on larger goals moving forward. The point of setting sales goals isn’t just to set out a black-and-white target; the process should also motivate you to make progress toward the target, day in and day out. The proper way of measuring progress? Look backwards, not forward. Look from where you are today, back to where you were when you first started and appreciate the progress you’ve made. Don’t allow your ideal self to be the enemy of the self that’s made progress. #salestips #goalsetting #goalachievement #salesmindset

Don’t copy these 5 dead simple mistakes most salespeople make at the beginning of Q3. I’ve worked on a lot of sales teams. There are five big mistakes that 90+% of sellers make year after year, and often never correct. If you want to be a top producer, don’t make these same 5 mistakes: 1.) They don’t roll the year back to zero Simply put- the best sales people treat July in the same manner they treat January. Roll back your in-year achievements to zero and start knocking off quota. 2.) They stop moving with intensity Inline with number one. The majority of people look at July as ‘summer break’ and treat it as such. You should have a good time, but still keep your work intensity. 3.) They don’t know their calendar math Top 1% sellers could tell you the exact amount of days typical redlines, internal kickoff prep, and implementations take. They then use those days to back into hardline decision dates. 4.) They never revisit their last 12 months of closed(lost) Priorities change, budgets get shifted, new initiatives arise, leadership positions change. Review, reach out, and engage. Close opportunities can become wins if you revisit. 5.) They don’t look ahead 12-18 months In sales, the long game always wins. Hustling today to create next year’s pipeline seems unnecessary to most. They’d rather deal with it later. However, it’s hard to beat rolling into the new year knowing you’re already 50% to plan if you simply follow through. #salesleadership #topproducermindset

💼 Sales: The Ultimate Rollercoaster Ride 🎢 Sales—where the highs feel amazing, but the lows… well, they really test your willpower. Can anyone else relate? 🙋♂️🙋♀️ One moment, you’re celebrating a win with a new deal in hand, feeling like you’re on top of the world. Then, bam, the next moment you're chasing a lead that’s ghosted you for the 3rd time this week. Classic. 😅 But here’s the truth: sales is a journey. It’s about persistence, grit, and constantly bouncing back, no matter how many “No’s” you hear. It’s those little wins, the ones that push you forward, that make all the tough moments worth it. So, let’s get real—what’s been your biggest sales challenge lately? The rejection? The endless follow-ups? Or maybe just keeping your motivation high when it feels like everything is against you? 👇 Drop your thoughts in the comments, and let’s share some war stories! Because we’re all in this together. #SalesJourney #SalesMotivation #SalesReality #B2BSales #SalesStruggles #SalesCommunity #KeepPushing

At the end of the day, we are in December. IF you are in a sales role and staring at a zero forecast for the month, maybe it is not for you. I don't care where your year end is. Most....not all I know but most of your clients are likely at end of quarter or end of fiscal year, making decisions that will position them in a better spot for the new fiscal year. If you have a zero forecast, and you are not just starting in sales, start looking for roles that will leverage your skillset. There might be very few exceptions, and sure, you are allowed to think you are one of them, but for the most part, this is a good sign that your heart and health will appreciate a change of path at this time. For all others that are closing deals, make sure you are in full control of the process and if not, that you know exactly where the surprises of your sales cycle lie....and have a plan to overcome those surprises. Good selling and good career re-orienting. #sales #salescoaching #salesleadership #salescareer #salescoach

Happy Q4 Eve! “The end is in sight”, “time to put the hammer down”, “let’s finish strong”, “Christmas is X days away” Any others in sales looking forward to the annual “pep” talk coming from management this week? Delivered with a slight look of panic behind the eyes as attention turns to end of year P&Ls and bonus season………………. For those not in sales, let me give you an insight to how a year runs Q1 – Let’s hit the year hard and it’s a new page (with the same clients & brand as last year) Q2 – Bonuses are out the way; this is the quarter to get ahead of the competition (who are thinking exactly the same) Q3 – Take advantage of the quiet time to meet clients (who are on holiday) Q4 – There I still time to pump those numbers (with a 6-8 week sales cycle, not so much) I am of course tongue in cheek here, anyone who takes sales seriously will always look to maximise every quarter, month, week & day, with or without gentle encouragement from above A quiet word to management – it is tough out there right now, this is the time for true leadership, not trotting out slogans and going to the 2021-22 playbook If you have a proven operator having a rough ride, put your arm around them and let them know they have your backing, don’t lead with a stick Honestly ask yourself how hard (or how much it would cost) to recruit their CV on the open market? I bet it is a lot, and how painful to see the same person back on form with the competition 3 months after you cut them? If you are starting out, be kind to yourself and recognise this market is really hard, those with strong relationships have an unfair advantage & are still having to graft to hit target, but it is also a great time to learn, take the punches now, stick it out and when things improve, you will have the tools needed for success (I began my sales career in 2007, so I know what it is like!) You got this #sales #leadership #empathy

What Happens When The SALES Grind Gets Tough? Even when we love what we do, let’s face it - It’s easy to get lost in the day-to-day grind. The endless calls, the rejections, the targets… it can wear you down. Sound familiar? 🔥 Here are some thoughts to keeping the spark alive: 🌟 Celebrate small wins. Every sale is progress, no matter how big or small. 🌟 Stay curious. Learn something new about your product or industry. Knowledge keeps things fresh. 🌟 Remember your “WHY.” The impact your product makes—never forget that. 🌟 Challenge yourself with a new goal. Hit a new milestone, break a personal record. 🌟 Switch up your routine. Sometimes a fresh approach can make all the difference. 🌟 You’re not just selling a product. You’re creating impact. 🌟 Connect with your team. Share stories, celebrate wins together—it keeps the energy high. 🌟 Push past comfort zones. That’s where real growth happens. What keeps YOU passionate during the grind? Share below... #SalesGrind #StayMotivated #PushThrough #GrindToGreatness #SalesGrowthMindset

The greatest part of working in sales? The ability to see the results of your efforts in real-time 🎢🎢🎢 The week began with some of the team feeling unsure, anxious and worried about missing target ☹️☹️☹️ The pipeline was there but was tough, a lot of quick movement, dealing with timezones and busy C-level schedules ⚒️⚒️ We change the goalposts to acknowledge that big effort needs a big reward.... 4 offers accepted with a few more to go ✅✅✅ Incredible to go through the emotions with the team and enjoy the rollercoaster 🎢🎢🎢 AND IT ALL STARTS AGAIN ON MONDAY! #up #the #sales

I hit 300% of my quarterly quota. This put me in the number 2 spot in my Mid-Market space at Motive But I have a big secret that no one knows, and has paid of big time... The last 6 months were spent learning everything I could about sales. (thanks to Jeremy Miner and his team) Which is how I went from the newest onboarded rep, with no pipeline, to closing 3x my expected target. On average, I spent 10-12 hours a week studying my sales process and honing in pieces that were missing or weak. I quit other commitments that were super important to me so I could focus my time on this, and the result paid off big time. Here is the thing though. Anyone can get good results one time, the key is to watch the ones who are hitting big numbers CONSISTENTLY. So here is to a new year, with new opportunities, and new challenges to overcome. Let's strive to do big things and duplicate results. Here is to being consistent.