7 Critical Components of Salespeople That Make $350,000

So I've met more $350,000 per year SaaS sales income earners than anybody I can think of. I've been one before. I've hired many of them, I've coached them directly and they've reported to me. And I've also trained and coached over 12,000 SaaS sales professionals, many of which are top income, top paid $350,000 income earners. Now throughout all this work, I've noticed seven critical components of earning $350,000 or more as a SaaS sales professional. I'm going to share them all in this video. Now, before we get started, make sure you subscribe. I'm going to be sharing success stories of these $350,000 income earners. You'll be able to hear exactly how they did it. Hit, subscribe, hit like, and let's get into it. Okay, Component number one, they sell to a hot market. Okay, they sell to a hot market Market hunger and growth matters more than just about anything. And most seasoned venture capitalists, private equity investor investors and seasoned entrepreneurs will agree with that. Okay? This is one of the reasons that personally I've sold to sales organizations my entire career. I've chosen to do that because it's a niche that always has significant pain, significant passion. It's huge. And there's a very high willingness to spend. Okay? So as they say, you get rich if you choose the right niche. So there's this guy back in the 80s named Gary Halbert who's known to be one of the best mail order marketers of all time. And he would do this seminar where he would do this exercise with the participants and he would say, we're going to start competing burger stands and, and you can choose whatever competitive advantage you want, but then I get to choose mine. And so people in the audience would say things like great tasting burger or systematized operations like McDonald's and other answers like that. But then Gary would say, my competitive advantage is I'm going to put my burger stand in the middle of a starving crowd of people. Okay? So that illustrates really well that your market matters just about more than than anything when it comes to sales success. Component number two, they sell a high NPS product. Okay? $350,000 income earners tend to sell a high net promoter score product. Okay, Net promoter score is a measure of whether customers tell other people and recommend to other people your product. So this is a little bit different than product market fit. Most of the high income sellers I know sell something that their customers tell other customers about, they spread word of mouth and as a result of that, many of their deals get quote unquote air cover from raving fan customers who are talking so positively about it. It makes it easier for them to close deals. They, they get more word of mouth. And so many of their customers are pre sold on what they do and it makes the sales cycle a lot easier. Component number three of SaaS income earners that crack $350,000 a year or more, they have a solid leader or a coach. Now you can be successful without this, but it's so much easier with it. Okay? I know few very successful salespeople who work for a bad manager or a bad leader. And I know many, many very successful salespeople who work for a good manager who also happens to be a good coach. Okay? The best athletes in the world have coaches to level up, as do the best and highest paid salespeople. Component number four, they solve a big problem. So back in February of this year, I talked to a rep who made $400,000 the previous year. And he did that shortly after joining a new company. Now before that he had never tracked $250,000 a year. Now what made the difference? How did he go from earning a little less than 250 grand at his old company to more than $400,000 a year? I asked him that question. He said, it's simple, we solve a much bigger problem. My old company solved a small tactical company or problem. My new company solves a very big problem that has big budgets and a very high willingness to spend. So it was a lot easier for him to make a hell of a lot more money. Okay? Component number six, they actively manage their mindset. Okay? These top $350,000 a year earners are human. They get down, they get up. They aren't perfect positive Pollyannas, but they realize that mindset is key in, in this profession we call selling. So they actively do things to manage it, to increase their sense of resilience. Okay? Some of them meditate, some of them do gratitude, some of them go for walks in nature. But none of them ignore their mental toughness, their resilience, their mental attributes. They focus on strength, strengthening these things, okay? They're not doing this to be warm and fuzzy. They're doing, they do it for practical money making reasons. Component number six, they have rock solid skills and acumen, okay? So if you think about a quadrant that has high will, low will on one axis and high skill, low skill on another axis, you will not find a $350,000 a year income earner who is high will, but low skill, they don't exist at that income level. 100% of them have high skill. Now I get there might be somebody who got lucky one year, made a ton of money and they're not very high skilled. I'm talking about consistent, durable income levels at 350 grand per year or more. Year in, year out, you're in, you're out. These elite income earners, they view skill as well, leverage. Okay? Swinging a dull blade at a tree will cut that tree down in about a day or so. Swinging a razor sharp blade at a tree, it's probably going to cut it down in about an hour. Case skills are your razor sharp blade to your axe. Okay, component number seven, the last one, they invest in continuing education. They invest in continuing education. Now what usually happens as you hit your first level of success as a salesperson is you start saying dangerous, poisonous things to yourself like, you know what, I'm already pretty good. I'm already good enough. I don't need to keep learning. There's not much more for me to learn about selling. I made that mistake when I was 24 years old. 24 years old, and I thought I knew all there was to know about selling. I thought I had already learned everything there was to learn about sales. That was very small minded of me, that attitude that lasted for about 10 to 12 months or so until a mentor of mine kicked me in the ass and humbled me. Okay? And I would estimate that that cost me about $100,000 in unearned income because I stopped learning for an entire year. Can you imagine what it would have cost me if I had held on to that erroneous belief for a longer period of time? Imagine what it would have cost me if I held on to that for 10 years. I shudder just thinking about that. I would not have the same income, bank balance, reputation, wealth and level of success that I currently am fortunate enough to enjoy. Okay? So as Jim Rohn, the legendary personal development teacher said, rich people have big libraries, poor people have big TVs, and I would encourage you to have a big library. Okay? Maybe it's books, maybe it's audio books, maybe it's pclub IO courses, maybe it's meals with a mentor. Make sure you're continually investing in yourself, investing in your skills, because that has the compound interest you're going to need to achieve outsized sales success and financial success. So let's wrap up here, write in the comments what you're doing right now to invest in yourself. What are you learning? Or if you're not, what are you committed to learning based on being inspired by this video? And if you're coming up short with ways where you can invest in yourself and reinvent your skills so that you can grow your income and sales success to new levels, I invite you to go explore pclub IO, where we have courses that cover virtually every skill, every topic that exists in SaaS sales and SaaS revenue, all taught by the top 1% of revenue experts. Go check that out right now, pclub IO, and I'll see you in the next video.