Bryce York

Referrals are a great way to build your book when the sales rep is deeper in the sales process (AE, AM). However, not too many are very consistent in asking for referrals. Here are some points to keep in mind when leveraging referral asks. 1. Do it consistently. Yes, it's awkward but so is sales. 2. Ask the right clients. The clients who give you a 10 on NPS, the ones who tell you that you're the reason they stick around... ask those clients! 3. Ask after they have had time to use your product and service. Right after they sign the contract is NOT the time to ask!

Keep it simple and easy to track. Complex bonus structures that calculated in a black box are demotivating. However, simple and transparent bonus structures allow your reps to track their numbers. Top performers will know exactly what they need to close to hit their earning target and what their pipeline needs to be to hit it. If they can't track how their sales will impact their bonus, they won't be on your team!

Local events, groups, and chamber of commerce are all excellent ways to make connections. The key here is your mindset. Your mindset is based on your goals for the event. Before you join the group or attend the event, you should: 1. Identify the Why. Why do you want to be part of this? What is the goal? 2. Answer "Is this where my "people" or my customers hang out?". If this isn't, then don't go. Don't just go to an event just to go. Your time is valuable. 3. Set your goal. When you leave the event, what do you want to have in your hand? New connections? Leads? Meetings? All the above? Make sure you have a goal, you don't want to put in the work and leave with nothing tangible.

This is counterintuitive to many. When building your brand, people tend to think that they need to be everything for everyone. If you are, then you don't stand out. You are just another in the mix. Find your niche and you found your voice. Be the go-to person for something specific. Once you have identified your niche, then you have an audience. YOU are the expert in YOUR field! When people know that, then you'll stand out.

A CRM is crucial to stay organized and on-top of your prospects. A common saying in sales is "if it's not in the CRM, it didn't happen". If you keep this mentality, then you'll have a great resource and history of all your activities while prospecting. CRMs have the ability to automate lower level tasks so the sales rep doesn't have to waste time doing it (or forget to do it). AI is becoming more common place in sales and it's getting integrated into CRMs (Einstein!) that will enhance rep productivity.

Not all leads are created equal, nor should you treat them as such. As a sales leader, I want to make sure my reps are working the leads that warrant their time. Creating the lead score system will ensure that happens. You'll also have the ability to route certain leads to certain reps. Keep in mind, the lead score should be constantly evaluated and tested. I would highly suggest testing it at least 1x per quarter.