Three Pillars of Sales Productivity ALL Sales Reps Need

Most AES have no problem staying busy. In fact, most AES spend too much time being busy and not driving actually impactful outcomes. And so in today's video I want to talk about the three pillars that every successful SaaS seller should base their days, weeks, months and quarters on. So first, quick shout out to the person that taught me this framework. Lucas Baker. Great sales leader, been at Qualtix for a long time. But these are his three pillars that I have learned from and built my business off of. So those three pillars are 1 pipeline generation, 2. Pipeline health and 3 personal development. If you're in sales and you find yourself engaged in any activity that is not driving pipeline generation, pipeline health or personal development, then I would think you're doing the wrong activities. What I want to share with you today are three of the most impactful exercises you can do, one for each of these foundations. So one for pipeline generation. This is an underrated activity, but one that sets apart busy sellers from productive sellers and that is making sure that your prospecting pipeline is always fresh. You're always adding new contacts to your prospecting cadence every single day, regardless of how busy you are with meetings. Even if you have a day full of meetings, you just will be finding new people that you can add to your funnel to begin your outreach. The reason for this is then your prospecting funnel always has people at different levels of outreach. On any given day, somebody's getting the eighth touch, somebody's getting the sixth touch, and others are getting their first, second or third touches because you're going to convert at different points in the funnel. Maintaining a consistent flow into your prospecting cadence is the only way to ensure consistent setting of discovery medians and a consistent increase in your pipeline generation. Then number two, Pipeline health. When you're thinking about pipeline health, the most important metric is the number of opportunities where you have a next event scheduled. And when I say next event scheduled, I don't mean a check in, I don't mean a blind calendar invite. I also don't mean a task in salesforce reminding you to give them a call on a certain day to check in on their conversations. I mean you have meetings on the calendar with a defined agenda to move forward the deal. Now usually throughout a deal, when you have a lot of deals in your pipeline, you're going to have some opportunities where you don't always have that next event scheduled. And so every day you should find some time to try to set follow up meetings with those opportunities. My exercise I recommend to set those successfully is stop thinking about what you need from your buyer to make your sale. Instead, think, hey, what does my buyer need from me to help them make a good decision on whether or not my solution is a fit for them? As you shift your mindset from what do I need from the buyer to what does my buyer need from me? Your recommended agenda for a follow up meeting is more likely to be in line with what your buyer would actually want to talk about, and they're more likely to accept the invitation to reconnect and resume the conversation. And then finally, for personal development, my favorite activities, especially for early sellers, are going to be engaging in research and learning that helps you better understand your buyers. You should understand how they spend their time, understand how they are measured, how they pick, what to prioritize. Something you can think about as you're understanding your buyers is hey, what is the email? Or what is the phone call they least want to receive from their boss? What are they most stressed about hearing from their boss? If you understand them to that degree and you are able to find a way to pitch your solution that helps them avoid that fear and.