The only thing to fear is fear itself. And maybe David Duncan (DavidDuncanCG).
The vice president of sales for Epos Now, David was the first employee of the company and built the sales team from the ground up at the age of 22.
Six years later, he’s led the company through an international expansion, writes for Sales Hacker and spends his free time inside of a cage fighting other people.
But his bark is much more scary than his bite. A softie at the core, David is motivated by a desire to help empower tomorrow’s sales leaders.
Right now that means mentoring, coaching and developing the sales team at Epos Now, a world-leading point of sale provider that seeks to convert inbound inquiries into deals.
David has a passion for history and law, which led him to pursue a law degree. At the time it seemed like a smart way to have a good life and career and make a lot of money.
Experience has taught him there’s more to being happy than all of that.
According to David, having a goal at the end of the tunnel to work toward is what makes the whole game worth playing.
That means knowing exactly what you’re fighting for and being prepared to make sacrifices to make that happen.
- Set Tough, Aggressive Targets: I’ve always struggled with the concept of “quota” and “quota attainment.” Yes, of course we have to have goals for ourselves, but in my opinion, these should be the minimum expectations, not the end result. Whether your quota is $100,000 or $1,000,000 set your targets more aggressive. For instance, if you set an outlandish number of say 10X your goal and build your prospecting plan from there, you’re going to easily overshoot all expectations and leave your company wondering where they even got the number to begin with.
- Balance Personal Coaching with Professional Accountability: Too many salespeople focus solely on the end results — asking, “how much did you close?” I’m sorry, but this is the wrong question and a sign you’re working for a poor sales leader. The only thing we can control is our daily behaviors and activities. That’s why it’s incredibly important to hold yourself accountable to consistent inputs. This is also where the balance of coaching should come into play. You can’t wait to weeks to get the coaching you need for daily behavior.
- Tie Personal Goals to Performance: What are the intrinsic motivations that cause you do what you do? Essentially, what is your why? Whether it’s buying a house, raising a kid, or just leveling up in your career, tying these personal goals to your daily behavior creates the constant effort need for long terms achievement.
- The Alchemist by Paulo Coelho
- The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon
- Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.