Yes, it’s OK to be Selfish

Is there ever an ok time to be selfish?  We think there is, especially if you’re a sales rep responsible for driving revenue for your company.  The thing is, we’re not just talking about money here, although that is a part of it.  What we are talking about is the tools that you need to be as successful and productive as possible.  The type of tools that help you close more deals, close larger deals, and close them faster than ever before.  In other words, the type of tools that are going to help you crush your quota and maximize your commissions while helping your company reach its revenue targets along the way.  You see, it’s ok for you to be selfish in trying to maximize your pay, because as you make more money, so does your company.

What Types of Tools Should a Selfish Rep be Asking For?

kids love candyThe first part of it, which I’m sure you don’t even need me to mention, is leads, leads, and more leads.  In order for you to close deals you need leads.  Not only should you be asking for leads from marketing, but you should also be asking for access to your companies marketing automation platform so that you can take ownership of finding yourself leads as well.  While it’s nice to be able to sit back and have leads delivered to you on a silver platter, we all know that from time to time the leads coming over from marketing can be lean, during these times it’s important to be able to proactively go out and find leads for yourself to stay fed, fat, and happy. Once you have the leads you need to be enabled to move those leads through the sales cycle to closure as quickly as possible.  Here is where a sales enablement platform and a CPQ system can really help you increase your paycheck.  Think of how much faster you could close the deals you have in your pipeline if you had intelligence on what documents your prospects were looking at, who from within their organization was viewing the documents, and you were armed with the knowledge of your top SME in every sales call.  You would be able to close out deals even faster if you had an automated CPQ system that allowed you to generate your own quotes and proposals on the go.  And, since we are being selfish here, you should have a CPQ system that specifies where you can add up-sell and cross-sell items to ensure that you are making as much commission as possible on each sale. sales eager for more moneyAs an eager sales rep you should also be demanding quality coaching.  Everyone sales person has had to sit through bad coaching sessions from time to time.  There is nothing more aggravating than being taken away from selling to sit through a coaching session in which your manager doesn’t seem to really understand your strengths and weaknesses, or where you are currently at versus your quota/goals.  This is an area where your selfishness can accomplish 2 things, by using an automated coaching tool, your sales manager will be able to provide better, more accurate coaching, faster.  In doing so, they will be giving you more constructive feedback to help you perform better, and get you back to the field quicker.  Every sales rep, no matter how good you are, needs quality coaching to get over a hurdle, or to learn new skills to move ahead. Finally, the real reason all reps come to work, be selfish about how you get paid.  We’ve already talked about the tools you need to ensure that you are hitting quota and maximizing your commissions.  But you should also have access to a commission platform that is transparent, free from errors, and geared towards rewarding you for good selling behaviors.  It’s frustrating to receive a paycheck and not understand how your company came up with the total commission you got paid, or worse, to get a paycheck that you know is inaccurate and for you to have to go back through all of your sales and recalculate your own commission to ensure that your company fixes the errors.  Wouldn’t you rather have a system in place that shows you your commissions throughout the pay period, so you that you can have confidence in your paycheck when it arrives? By being selfish, you are not only improving your own situation, you are improving the situation of the entire sales force.  And when the entire sales force is happy and succeeding, the entire company will be happy and succeeding as well.

By Jon Skog | February 26th, 2014 | Lead to Money

About the Author: Jon Skog

Jon	 Skog

Jon is a member of the CallidusCloud content marketing team and covers all things sales and marketing in the lead to money process.  He is a husband and father that reads too much and sleeps too little.