November 5, 2024 • 18 mins
Discover the secrets to thriving in outside sales as Mike O'Kelly returns to share his transformative journey from building a retail wellness business. Have you ever wondered how small actions like timely call notes could impact your career progression? Learn from Mike's personal stories and experiences, emphasizing the crucial balance between performance and trust. He reveals the blueprint for finishing the year on a high note and setting a solid foundation for future success, highlighting the significance of hiring not just for talent, but for the right attitude and aptitude.
Get ready to pump up your sales game with actionable insights on relentless engagement in business. Mike stresses the importance of genuine, proactive communication and maintaining a positive mindset amidst economic challenges. Hear firsthand accounts of last-minute sales triumphs and discover how a supportive team can make all the difference. Plus, exciting news awaits as Mike announces plans to re-engage with social media and launch new resources tailored for sales success. Tune in, get inspired, and let’s attack those goals together! Cheers to your success in the dynamic world of outside sales!
To connect with the show: Subscribe, Download & Share!
Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!
Connect with Mike:
Website: Mike O'Kelly
Mike@survivingoutsidesales.com
LinkedIn: Mike O'Kelly | LinkedIn
Click to join: Surviving Outside Sales Page on LinkedIn
______________________________________________________________________
If you are in outside sales and have had any of the following:
- New to Outside Sales
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot
If any of those descriptions sound like you or someone you know,
If you want to have a conversation about:
- Scheduling a strategy call for your next move
- Help building your business or territory
Reach out to me:
Schedule a FREE consultation
or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
The Surviving Outside Sales podcast, hosted by Mike
O'Kelley, presented by SalesBuilder Academy.
The goal is to survive andthrive all phases of outside
sales, whether you're getting in, dominating or getting out.
Surviving Outside Sales.
Now on with the show.
Welcome to the SurvivingOutside Sales podcast.
(00:35):
I'm your host, mike O'Kelley.
It has been about a year, alittle over a year, since I have
been recording podcastsfrequently, have been recording
podcasts frequently.
I have been building a retailwellness business and have
learned a lot over the last yearand I want to going to be
sharing my experiences andsharing what's been happening
(00:55):
and how it relates to thebusiness world, how it relates
to outside sales.
In the last year I've recordedone episode.
That was January 1st, so it'sbeen a while, but every month
there are multiple thousanddownloads of the surviving
(01:18):
outside sales podcast.
I have done zero promotion.
I've basically gone zero dark30, no Instagram posts, no
LinkedIn, no YouTube videos, nopodcast episodes in the last 12
months, but there's stillseveral thousand downloads of
(01:39):
the podcast and various episodeseach month and various episodes
each month.
That means that people are outthere searching and I've said it
before, I'll say it again Oneof the reasons why I do this
podcast is for the audience.
It is sharing my experience of20 plus years in sales and
business, because people need tohear not platitudes but
(02:07):
actionable things.
They need to hear stories.
They need to understand how tobe great not to be a rep, but to
be a professional.
And now that our wellnessbusiness is almost a year old,
we're putting in some betterprocesses and procedures.
(02:27):
We've hired the right people.
And that's really what it comesdown to as well, as we didn't
know especially me, I did notknow what we were looking for
necessarily in the hiringprocess, and we didn't hire the
right people.
I didn't hire the right people.
I didn't hire the right people.
I was looking for talent.
(02:48):
I was looking for experience.
I wasn't looking for attitudeor aptitude aptitude to learn
new things or to work with otherpeople, and attitude being a
team player, sacrificing somethings in order for the team to
succeed.
And you have to have that,because if you do, if you are
(03:10):
selfish, you're not going to bepart of teams for very long,
you're not going to progress inyour career and you're just
going to jump from lily pad tolily pad, position to position.
You're not going to besustained in one spot for a very
long time.
You're not going to besustained in one spot for a very
long time.
Over the last year, I've alsorealized some of my faults and
flaws when I was an employee andI'm going to share those with
(03:39):
you briefly today, but I'm goingto expand on those later in
future episodes.
I'm going to try to get back toroutinely releasing episodes.
Right now, we're in Q4 of 2024.
Q4 is my favorite time of theyear.
It should be yours as well.
But a lot of what happens in Q4starts in Q1, it's worked on in
Q2, it's mastered in Q3, andthen executed in Q4.
But if you're just new to thepodcast, you need to know some
(04:03):
things today and I'm going to goover those on how to in the
last two months of the year andon a high note.
So I'm going to share those.
So, some of the things that Ilearned.
It's not simply aboutperformance.
(04:23):
A lot of employees and I wasone of those I thought
everything about my job wasabout my performance, but it's
not.
It is about, yes, theperformance is important, but
does your company, do yourclients trust you and I know
that a lot of salesprofessionals believe that their
clients trust them, but do yourmanagers, does your company
(04:47):
trust you?
Are you a headache to work with?
If you're going to be aheadache to work with, you've
got to be number one.
You have to be so far ahead ofthe rest of your team that they
will put up with some things.
And that's the truth.
No one is perfect in this worldand everyone has quirks.
(05:10):
Everyone has personality flaws,and employers and companies
will overlook some of thembecause we realize nobody's
perfect.
But when you pass over thatthreshold of being a pain and
you pass over that threshold ofbeing untrustworthy, that is
(05:33):
when employers are giving up onyou.
And so I know that probablyeveryone almost everyone has at
least one experience in theirlife where a company gave up on
them or they were just too mucha pain in the butt.
I can't remember if I've sharedthis before, but I've missed out
on management opportunity inthe past and everybody thought I
(05:57):
was a shoo-in for it.
My numbers were great.
I turned around a territory andI remember talking to the
regional sales director aboutthis opening and what he told me
was I just don't think you'reright for it, and one of the
reasons why was I was notputting my call notes in in a
(06:19):
timely fashion.
I was waiting until the end ofthe week to put my call notes in
, and my mind is like a steeltrap and I could remember about
95% of all the conversationsthat I had during the week.
However, the problem is Ididn't realize that my company,
(06:41):
the P, the people at thecorporate office, were looking
on a daily basis at the callnotes and every day I'm showing
up with zero call notes.
They don't understand how mymind works and they don't
understand what I was doing.
The reason why I did that, itwasn't laziness, it wasn't
apathy.
The amount of time it took todo the call notes in real time.
(07:06):
I viewed that as missing out ona window to make the next call,
because there were a couple oftimes where I did call notes.
I drove to the next locationand as I'm pulling up, there
were reps walking into thebuilding ahead of me and so as
(07:27):
soon as I was done with my call,I would hop in the car, I'd
turn on the engine and I wouldget out of there as fast as I
could and I would get to thenext building.
And when I got to the nextbuilding, I was preparing for
the next call.
I was preparing on the way, buteverything was about that next
call and then the next one, andthe next one, and the next one.
(07:48):
I had a fear of not being firstat every one of my accounts and
every one of my calls.
Was this a rational fear?
Maybe not.
Probably wasn't, in hindsight,a rational fear.
Maybe not.
Probably wasn't in hindsight arational fear, because I viewed
every minute that I was out inthe field as an opportunity.
So there was either anopportunity one or an
(08:09):
opportunity lost.
So I would wait and put my callnotes in.
I probably should have done atthe end of that day, but I would
wait till the end of the week,put my call notes in and
basically the manager said or myregional manager said we just
don't trust you, because how areyou going to train and how are
(08:29):
you going to hold peopleaccountable for something that
you never did?
And that was very 2013.
So this was 11 years ago and Ithought it was all about
performance Top five in twoproducts, top three in growth in
three products.
I thought that's what it wasabout, just the numbers.
(08:53):
But it's not.
It's not just about the numbers, and I think sometimes in life
you have to go through someexperiences, some rough
experiences, in order to grow,in order to learn, but also
realizing.
And I kind of knew at the timebut I didn't fully understand
until now.
I have employees and whenemployees are not doing the
(09:16):
simple things, as we call it,the blocking and tackling you
know for your football fans,blocking and tackling is the
foundation of the sport offootball.
Blocking and tackling.
If you can't do that, if youcan't do the fundamentals,
you're not going to besuccessful.
Blocking and tackling in thesales world is entering your
sales calls and the reason whyit's.
It's a peek into the window ofwhat you're doing in the field
(09:38):
and the types of communicationyou're having.
In case something happens toyou or there needs to be a
verification with um, thecompany, you know if the company
, the regional manager, is at aconference and one of your
doctors were there or one ofyour accounts are there, they
(09:59):
can look at the call notes andthey can feel as if they are the
ones that were making the call.
So I didn't realize that fullyuntil I had employees and so now
I think about it and I lookback and I said that was a
missed opportunity.
So if you're out there rightnow and you're in the sales
world, the little things matter.
The blocking and tacklingmatter.
(10:20):
How you do one thing is how youdo all things.
So if you cut corners or you'renot fully efficient in several
things you do during the day,you're not going to be efficient
in the longterm.
So if you're out there right nowand you're hearing my voice,
(10:43):
make sure you're doing thefundamentals right.
You're doing everything thatyour managers or your company is
asking you to do, because I canguarantee you they're not.
And I've gotten pushback fromsome of my employees.
I am not asking them to dothings for my health.
This is not just oh, I justwant to have them do extra grunt
(11:05):
work.
There's a reason why there is aformula for success.
This is not so that I can Lordover somebody.
There are things that I'velearned over 20 plus years in
sales and business that workunequivocally.
They work a hundred percent ofthe time, but it's the blocking
(11:28):
and tackling.
And when businesses fail thethe employees, the professionals
they fail to do the blockingand tackling correctly.
Businesses that succeedeveryone does the blocking and
tackling correctly, consistently, repetitively, every single day
, without fail.
So right now.
(11:53):
I know if you're listeningright now and you're in the
sales and business world andyou've got Q4, I know right now
all you're thinking is I got tohit quota, I got to hit quota, I
got to hit quota.
If you have some time, examineyour blocking and tackling, see
if you're doing the littlethings correct, because the
little things turn into bigthings.
(12:13):
It's the foundation upon whichyour business is set upon.
If not, it's a house of cardsand it could easily be pushed
over at any single moment.
Trust me, I've had employeesleave the building and some of
the things that they were doingwas the house of cards and it
comes tumbling down and theheadache after headache after
(12:35):
headache oh, this was said bythis employee and this employee
gave me this free thing.
And you know, trust me, I'vebeen there and it's something
that you have to deal with on aneveryday basis, and that is the
reason why sales and outsidesales are not for everyone.
It is relentless.
You have to have a very thickskin, you have to be very
(12:57):
disciplined.
You cannot be lazy, you can'tbe apathetic.
You have to care about whatyou're doing and improving the
outcomes of the person you'retrying to engage every single
time without fail.
Every single time without fail.
(13:19):
You can't have an ounce ofphoniness and you can't go
through the motions.
A lot of people try to fake it,quote, unquote, fake it till
you make it.
No, you can't do that, it'simpossible.
So, right now, you can beauthentic, you can focus on the
little things, the blocking andtackling.
And if you're listening rightnow, I would recommend you reach
(13:40):
out to your manager and justtouch base and say hey, hey,
excuse me, as Q4 is going along,I'm really curious.
I just want to make sure thatI'm doing everything that I
possibly can.
Can we review my strategy forQ4?
And I'd love to get your input.
Managers love to hear this,bosses love to hear this.
(14:03):
It shows engagement, it showsyou're trying to be proactive
and, quite frankly, if you havea manager or boss who doesn't
want to engage you like this, itmight be time to look at a
different company, because yourmanager might be going through
the motion, and differentcompany, because your manager
might be going through themotion and not focusing on the
blocking and tackling.
You should have somebody thatwants to invest in you the time,
(14:24):
energy in order to do so.
But those are some of the thingsthat I've learned over the last
year I've also learned in aretail business.
There is no such thing as a setit and forget it.
You've got to engage people allthe time, every day.
So all the lessons that I'velearned in the outside sales
(14:44):
world about constantly being outthere, constantly reminding,
promoting marketing, talking topeople making sales calls you
have to do that almost 10 X inthe retail space.
People easily forget about you.
So you're constantly.
You have to do that almost 10 Xin the retail space.
People easily forget about you.
So you're constantly.
You have to be relentless.
So what you have to do is youhave to find people who also
share that mentality.
(15:05):
They have the energy, they havethe aptitude and they have the
right attitude in order to do so.
I know those.
Those are some of the thingsthat I have learned.
If you're listening, if this isthe first episode you listened
to or you've been listening fora while, do me a favor, reach
out to me on LinkedIn and justshoot me a DM and say hey, mike,
(15:26):
really appreciate everythingthat you're doing.
I'm happy that you're back andyou're going to be doing more
content because it is Q4.
It is time to focus on pullingthrough those deals and hitting
those bonuses, especially now.
The economy has taken a bigturn in the last year.
I know people are very bearishfor the future.
(15:53):
It's all about how you cancontrol your mindset and how you
can control the things you cancontrol.
Whatever happens in theupcoming election, you can't
control If you voted.
You've done your part.
You can't control what else isbeing done.
You can't control who's goingto be in office.
(16:13):
You can't control what yourcity or state is going to do.
All you can control is what isin your power to control, and
that's it.
You can change yourcircumstance, you can change
your surroundings, but you canonly change what you have the
power to change.
That's it.
Can't do anything else.
(16:33):
Can't sit around and whine andcomplain.
Can't sit around and hope andwish.
You have to take action.
As I've said it before, I'll sayit again you have to take
massive action If you're notgetting the results that you
want.
Go bigger, go bigger,re-examine, adjust, do it again,
adjust, do it again, examine,adjust, do it again, keep going.
(16:57):
Don't give up.
I've mentioned before I've madebig sales the last day of the
year, the day before new year'sEve.
That was the last technicalbusiness day of the year, but
I've made big, big, big dealshave been done at the last, at
the 11th hour I don't recommendthe 11th hour, but you still
(17:19):
have time.
There's still an opportunity.
If you're listening to thisright now, I don't care what
time of day it is.
If it's early in the morning,you've got a whole day ahead.
If you're doing this over yourlunch break, guess what?
You have a whole afternoon.
If this is on your drive home,reset your mind and get after it
tomorrow, and then the next dayand then the next day.
Keep showing up.
(17:40):
Keep showing up, blocking andtackling.
I want to thank everybody who'sbeen listening.
Um, I have to turn back or turnon all of my uh, uh social
media.
I have to, uh, start postingagain.
But I'm going to be launchingsome new resources for people to
(18:02):
take advantage of in the future, so stay tuned for those.
I'll probably announce thoseover the next couple episodes.
But I want to thank everybodyagain who has been reaching out.
I have been getting LinkedInmessages and emails over the
past year from people who arelistening, so I really do
appreciate that and just keepdoing what you're doing.
(18:23):
Keep showing up and I wouldlove to hear from you.
So hope everybody has afantastic rest of your day.
Attack it and we'll see younext time.
Survive in outside sales.
Cheers.
The Surviving Outside Sales podcast, hosted by Mike
O'Kelley, presented by SalesBuilder Academy.
The goal is to survive andthrive all phases of outside
sales, whether you're getting in, dominating or getting out.
Surviving Outside Sales.
Now on with the show.
Welcome to the SurvivingOutside Sales podcast.
(00:35):
I'm your host, mike O'Kelley.
It has been about a year, alittle over a year, since I have
been recording podcastsfrequently, have been recording
podcasts frequently.
I have been building a retailwellness business and have
learned a lot over the last yearand I want to going to be
sharing my experiences andsharing what's been happening
(00:55):
and how it relates to thebusiness world, how it relates
to outside sales.
In the last year I've recordedone episode.
That was January 1st, so it'sbeen a while, but every month
there are multiple thousanddownloads of the surviving
(01:18):
outside sales podcast.
I have done zero promotion.
I've basically gone zero dark30, no Instagram posts, no
LinkedIn, no YouTube videos, nopodcast episodes in the last 12
months, but there's stillseveral thousand downloads of
(01:39):
the podcast and various episodeseach month and various episodes
each month.
That means that people are outthere searching and I've said it
before, I'll say it again Oneof the reasons why I do this
podcast is for the audience.
It is sharing my experience of20 plus years in sales and
business, because people need tohear not platitudes but
(02:07):
actionable things.
They need to hear stories.
They need to understand how tobe great not to be a rep, but to
be a professional.
And now that our wellnessbusiness is almost a year old,
we're putting in some betterprocesses and procedures.
(02:27):
We've hired the right people.
And that's really what it comesdown to as well, as we didn't
know especially me, I did notknow what we were looking for
necessarily in the hiringprocess, and we didn't hire the
right people.
I didn't hire the right people.
I didn't hire the right people.
I was looking for talent.
(02:48):
I was looking for experience.
I wasn't looking for attitudeor aptitude aptitude to learn
new things or to work with otherpeople, and attitude being a
team player, sacrificing somethings in order for the team to
succeed.
And you have to have that,because if you do, if you are
(03:10):
selfish, you're not going to bepart of teams for very long,
you're not going to progress inyour career and you're just
going to jump from lily pad tolily pad, position to position.
You're not going to besustained in one spot for a very
long time.
You're not going to besustained in one spot for a very
long time.
Over the last year, I've alsorealized some of my faults and
flaws when I was an employee andI'm going to share those with
(03:39):
you briefly today, but I'm goingto expand on those later in
future episodes.
I'm going to try to get back toroutinely releasing episodes.
Right now, we're in Q4 of 2024.
Q4 is my favorite time of theyear.
It should be yours as well.
But a lot of what happens in Q4starts in Q1, it's worked on in
Q2, it's mastered in Q3, andthen executed in Q4.
But if you're just new to thepodcast, you need to know some
(04:03):
things today and I'm going to goover those on how to in the
last two months of the year andon a high note.
So I'm going to share those.
So, some of the things that Ilearned.
It's not simply aboutperformance.
(04:23):
A lot of employees and I wasone of those I thought
everything about my job wasabout my performance, but it's
not.
It is about, yes, theperformance is important, but
does your company, do yourclients trust you and I know
that a lot of salesprofessionals believe that their
clients trust them, but do yourmanagers, does your company
(04:47):
trust you?
Are you a headache to work with?
If you're going to be aheadache to work with, you've
got to be number one.
You have to be so far ahead ofthe rest of your team that they
will put up with some things.
And that's the truth.
No one is perfect in this worldand everyone has quirks.
(05:10):
Everyone has personality flaws,and employers and companies
will overlook some of thembecause we realize nobody's
perfect.
But when you pass over thatthreshold of being a pain and
you pass over that threshold ofbeing untrustworthy, that is
(05:33):
when employers are giving up onyou.
And so I know that probablyeveryone almost everyone has at
least one experience in theirlife where a company gave up on
them or they were just too mucha pain in the butt.
I can't remember if I've sharedthis before, but I've missed out
on management opportunity inthe past and everybody thought I
(05:57):
was a shoo-in for it.
My numbers were great.
I turned around a territory andI remember talking to the
regional sales director aboutthis opening and what he told me
was I just don't think you'reright for it, and one of the
reasons why was I was notputting my call notes in in a
(06:19):
timely fashion.
I was waiting until the end ofthe week to put my call notes in
, and my mind is like a steeltrap and I could remember about
95% of all the conversationsthat I had during the week.
However, the problem is Ididn't realize that my company,
(06:41):
the P, the people at thecorporate office, were looking
on a daily basis at the callnotes and every day I'm showing
up with zero call notes.
They don't understand how mymind works and they don't
understand what I was doing.
The reason why I did that, itwasn't laziness, it wasn't
apathy.
The amount of time it took todo the call notes in real time.
(07:06):
I viewed that as missing out ona window to make the next call,
because there were a couple oftimes where I did call notes.
I drove to the next locationand as I'm pulling up, there
were reps walking into thebuilding ahead of me and so as
(07:27):
soon as I was done with my call,I would hop in the car, I'd
turn on the engine and I wouldget out of there as fast as I
could and I would get to thenext building.
And when I got to the nextbuilding, I was preparing for
the next call.
I was preparing on the way, buteverything was about that next
call and then the next one, andthe next one, and the next one.
(07:48):
I had a fear of not being firstat every one of my accounts and
every one of my calls.
Was this a rational fear?
Maybe not.
Probably wasn't, in hindsight,a rational fear.
Maybe not.
Probably wasn't in hindsight arational fear, because I viewed
every minute that I was out inthe field as an opportunity.
So there was either anopportunity one or an
(08:09):
opportunity lost.
So I would wait and put my callnotes in.
I probably should have done atthe end of that day, but I would
wait till the end of the week,put my call notes in and
basically the manager said or myregional manager said we just
don't trust you, because how areyou going to train and how are
(08:29):
you going to hold peopleaccountable for something that
you never did?
And that was very 2013.
So this was 11 years ago and Ithought it was all about
performance Top five in twoproducts, top three in growth in
three products.
I thought that's what it wasabout, just the numbers.
(08:53):
But it's not.
It's not just about the numbers, and I think sometimes in life
you have to go through someexperiences, some rough
experiences, in order to grow,in order to learn, but also
realizing.
And I kind of knew at the timebut I didn't fully understand
until now.
I have employees and whenemployees are not doing the
(09:16):
simple things, as we call it,the blocking and tackling you
know for your football fans,blocking and tackling is the
foundation of the sport offootball.
Blocking and tackling.
If you can't do that, if youcan't do the fundamentals,
you're not going to besuccessful.
Blocking and tackling in thesales world is entering your
sales calls and the reason whyit's.
It's a peek into the window ofwhat you're doing in the field
(09:38):
and the types of communicationyou're having.
In case something happens toyou or there needs to be a
verification with um, thecompany, you know if the company
, the regional manager, is at aconference and one of your
doctors were there or one ofyour accounts are there, they
(09:59):
can look at the call notes andthey can feel as if they are the
ones that were making the call.
So I didn't realize that fullyuntil I had employees and so now
I think about it and I lookback and I said that was a
missed opportunity.
So if you're out there rightnow and you're in the sales
world, the little things matter.
The blocking and tacklingmatter.
(10:20):
How you do one thing is how youdo all things.
So if you cut corners or you'renot fully efficient in several
things you do during the day,you're not going to be efficient
in the longterm.
So if you're out there right nowand you're hearing my voice,
(10:43):
make sure you're doing thefundamentals right.
You're doing everything thatyour managers or your company is
asking you to do, because I canguarantee you they're not.
And I've gotten pushback fromsome of my employees.
I am not asking them to dothings for my health.
This is not just oh, I justwant to have them do extra grunt
(11:05):
work.
There's a reason why there is aformula for success.
This is not so that I can Lordover somebody.
There are things that I'velearned over 20 plus years in
sales and business that workunequivocally.
They work a hundred percent ofthe time, but it's the blocking
(11:28):
and tackling.
And when businesses fail thethe employees, the professionals
they fail to do the blockingand tackling correctly.
Businesses that succeedeveryone does the blocking and
tackling correctly, consistently, repetitively, every single day
, without fail.
So right now.
(11:53):
I know if you're listeningright now and you're in the
sales and business world andyou've got Q4, I know right now
all you're thinking is I got tohit quota, I got to hit quota, I
got to hit quota.
If you have some time, examineyour blocking and tackling, see
if you're doing the littlethings correct, because the
little things turn into bigthings.
(12:13):
It's the foundation upon whichyour business is set upon.
If not, it's a house of cardsand it could easily be pushed
over at any single moment.
Trust me, I've had employeesleave the building and some of
the things that they were doingwas the house of cards and it
comes tumbling down and theheadache after headache after
(12:35):
headache oh, this was said bythis employee and this employee
gave me this free thing.
And you know, trust me, I'vebeen there and it's something
that you have to deal with on aneveryday basis, and that is the
reason why sales and outsidesales are not for everyone.
It is relentless.
You have to have a very thickskin, you have to be very
(12:57):
disciplined.
You cannot be lazy, you can'tbe apathetic.
You have to care about whatyou're doing and improving the
outcomes of the person you'retrying to engage every single
time without fail.
Every single time without fail.
(13:19):
You can't have an ounce ofphoniness and you can't go
through the motions.
A lot of people try to fake it,quote, unquote, fake it till
you make it.
No, you can't do that, it'simpossible.
So, right now, you can beauthentic, you can focus on the
little things, the blocking andtackling.
And if you're listening rightnow, I would recommend you reach
(13:40):
out to your manager and justtouch base and say hey, hey,
excuse me, as Q4 is going along,I'm really curious.
I just want to make sure thatI'm doing everything that I
possibly can.
Can we review my strategy forQ4?
And I'd love to get your input.
Managers love to hear this,bosses love to hear this.
(14:03):
It shows engagement, it showsyou're trying to be proactive
and, quite frankly, if you havea manager or boss who doesn't
want to engage you like this, itmight be time to look at a
different company, because yourmanager might be going through
the motion, and differentcompany, because your manager
might be going through themotion and not focusing on the
blocking and tackling.
You should have somebody thatwants to invest in you the time,
(14:24):
energy in order to do so.
But those are some of the thingsthat I've learned over the last
year I've also learned in aretail business.
There is no such thing as a setit and forget it.
You've got to engage people allthe time, every day.
So all the lessons that I'velearned in the outside sales
(14:44):
world about constantly being outthere, constantly reminding,
promoting marketing, talking topeople making sales calls you
have to do that almost 10 X inthe retail space.
People easily forget about you.
So you're constantly.
You have to do that almost 10 Xin the retail space.
People easily forget about you.
So you're constantly.
You have to be relentless.
So what you have to do is youhave to find people who also
share that mentality.
(15:05):
They have the energy, they havethe aptitude and they have the
right attitude in order to do so.
I know those.
Those are some of the thingsthat I have learned.
If you're listening, if this isthe first episode you listened
to or you've been listening fora while, do me a favor, reach
out to me on LinkedIn and justshoot me a DM and say hey, mike,
(15:26):
really appreciate everythingthat you're doing.
I'm happy that you're back andyou're going to be doing more
content because it is Q4.
It is time to focus on pullingthrough those deals and hitting
those bonuses, especially now.
The economy has taken a bigturn in the last year.
I know people are very bearishfor the future.
(15:53):
It's all about how you cancontrol your mindset and how you
can control the things you cancontrol.
Whatever happens in theupcoming election, you can't
control If you voted.
You've done your part.
You can't control what else isbeing done.
You can't control who's goingto be in office.
(16:13):
You can't control what yourcity or state is going to do.
All you can control is what isin your power to control, and
that's it.
You can change yourcircumstance, you can change
your surroundings, but you canonly change what you have the
power to change.
That's it.
Can't do anything else.
(16:33):
Can't sit around and whine andcomplain.
Can't sit around and hope andwish.
You have to take action.
As I've said it before, I'll sayit again you have to take
massive action If you're notgetting the results that you
want.
Go bigger, go bigger,re-examine, adjust, do it again,
adjust, do it again, examine,adjust, do it again, keep going.
(16:57):
Don't give up.
I've mentioned before I've madebig sales the last day of the
year, the day before new year'sEve.
That was the last technicalbusiness day of the year, but
I've made big, big, big dealshave been done at the last, at
the 11th hour I don't recommendthe 11th hour, but you still
(17:19):
have time.
There's still an opportunity.
If you're listening to thisright now, I don't care what
time of day it is.
If it's early in the morning,you've got a whole day ahead.
If you're doing this over yourlunch break, guess what?
You have a whole afternoon.
If this is on your drive home,reset your mind and get after it
tomorrow, and then the next dayand then the next day.
Keep showing up.
(17:40):
Keep showing up, blocking andtackling.
I want to thank everybody who'sbeen listening.
Um, I have to turn back or turnon all of my uh, uh social
media.
I have to, uh, start postingagain.
But I'm going to be launchingsome new resources for people to
(18:02):
take advantage of in the future, so stay tuned for those.
I'll probably announce thoseover the next couple episodes.
But I want to thank everybodyagain who has been reaching out.
I have been getting LinkedInmessages and emails over the
past year from people who arelistening, so I really do
appreciate that and just keepdoing what you're doing.
(18:23):
Keep showing up and I wouldlove to hear from you.
So hope everybody has afantastic rest of your day.
Attack it and we'll see younext time.
Survive in outside sales.
Cheers.
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