Matt Ryder and James discuss how they cut development time in half for Savages, a fitness coaching program. They cover sales cycles, managing expectations, and maintaining long-term perspective instead of chasing short-term wins.
All right, guys, welcome to another episode of Coffee is for Closers. It's me and James today and we are going to cover, I guess what's been the difference over the last six months that started to develop salespeople incredibly quickly to where they go from selling, you know, $29, 29 fitness sales into closing 10 to 15 sales a week at the 10 to 30K mark. So that's what we're going to cover. So if you want to hear how that's done and how we do it, then stick around.
Cue the intro.
Cue the intro. Sir. How dare you. If you listen to this podcast, you will make your first million with average of January, February and March as the barometer for the next quarter. Because if there's three months, one of them will be down. Because that's just how sales works, right? Like, it's not always, but as long as it grows quarter on quarter. That's why I like all of our growth projections and all of our internal bonus structures for the guys who have like, say, quote unquote, like profit shares with sales sniper. Right? Like, they're all based on quarterly growth because if it was based on monthly growth, like, it doesn't really make any sense because it's not only how sales work. Sales is not like, especially the sales that we do, because the sales that we do is based off other people's marketing.
Yeah, yeah.
And so, like, it can be really up, it can be really down. It looks like some of our accounts that some of our accounts that were huge at the end of last year have been really small this year. They're starting to pick up again now, but they had real marketing issues. And so it's like, it's just one of those things where it's not the most predictable of businesses, but if you take it over a good long period of time, then you can kind of move out there. So, like, if you're a sales guy and you're like beating yourself up at the end of each week because you didn't make more sales than the week before, it's like, that's a ridiculous way of doing things because you have to look at it over like a macro cycle. Micro cycles are good, but you can, you should never make decisions based off micro cycles. Like, you can always tell if we're dealing with a good business operator or a good sales guy because they have a bad week and they don't want to make any changes. Yeah, the bad business operators and the inexperienced sales guys have a bad week and they want their heads explode and all of a sudden they start changing their scripts. It's like, are you like, let's just like, let's stay the course. This works. We need much more data to decide what's working and what's not.
Yeah, they throw the baby out with the bathwater. Same as, like the sales guys don't like, you know, you make 10 grand in comms one week, don't go bragging because you just as likely to make one the next week. You know what I mean? Like, it doesn't become a new normal. And hitting a great week, hitting a great month, hitting a great quarter is only good if it's replicatable again the next one. Otherwise it's an outlier. And you can't make decisions based on an outlier. Same as a down month, you know, or a down week. It's just, that's the game, you know?
And also sometimes like there are just parts of the year where sales, it's okay for sales to be down. Like, you know what I mean? Like, so you've got to go to look at it like, like in the fitness business coaching industry, November is trash. Every year, November is trash. But December is enormous. So it's like we know that going in. It doesn't mean. And this is the thing that I think really pisses me off when people go into like the mindset component of sales. Like, oh no, you got a bad mindset. Like you did 15 last week, gotta do 16 the next week. Gotta be pushing for, always reaching for goals. It's like, no, no, no, no, no, that is stupid. And I'll tell you why. Because like if you have a good understanding and have an unemotional understanding of how sales works and how marketing works and how business works, like, you do not recalibrate your expectations based off a previous week or previous month. That is ridiculous. That is like such an immature way of going about it. It's like, no, no, no, I'm always. I'll just let everybody know. Never ask me this question again. Everybody. I will always try and make the most amount of sales possible. Always, Always. That's a given. I don't need to make new normals. Don't need it. Because I say, hey, I had a giant week last week, right? It means that we're probably going to have a normal or slightly below average week next week. That's a bad mindset. No, no, no, it's called fact. Because we've, the pipeline has fulminated. We usually signed one to two people per week from the pipeline. That pipeline is now dried up because we've resolved it. So now all we have is new leads. So next week, we will probably sell 1 to 2 less than normal, and then we will rebuild the pipeline over the next four weeks. Right? So it will be a better month than the month before. But because of that one week, instead of getting in dribs and drabs, you got it all in one week. Oh, it pisses me off so much. And people are like, that's a mindset thing. No, it's not. Mindset is not a thing when you're good. Yeah, I'll throw that out there right now. If you're good at sales, mindset.
