Aim Higher

The Lead - Aim Higher

It’s good to be back after a week off. Did you notice that I didn’t send a newsletter last week? That’s rhetorical, although hopefully your answer is “Yes, and it was heartbreaking.” Ok it probably wasn’t that. But after 16 weeks, I needed a breather and now we’re coming back fresh.

I feel strongly that this newsletter should provide valuable information while not feeling like a big long ad for what I’m doing. This week though, I do want to share that tickets for Elevate Sales Kick Off are officially live. So in this edition I want to give some updates, and the thought process behind this event. I shared some of the “why” this event back in May when we announced it. A lot has happened since then so I’ll do my best not to be redundant.

I was first introduced to the idea of “SKO” during my time at Second Nature. At the time, our sales organization was part remote, part in-office but this was before the world went remote in March of 2020. We still had a strong in-office environment, which I was part of. We’d get lunch together, we’d reserve a conference room to make cold calls together, and we’d bang a gong when someone signed a big deal.

But even then, the opportunity to bring everyone together felt like a big reunion of sorts. The team-building element was critical, especially as our team grew and we welcomed in new members. In a fast paced start-up, there was also a big need for training on new products and processes.

Most of all, SKO was an opportunity to get clear. From a mindset perspective, clarity around not only goals but also how you’re going to get there is critical. As a salesperson, getting your goal for the year can be a mixed bag. There’s excitement about a fresh start, and you have the year ahead to get there. At the same time, that number tends to be bigger than what you’ve previously done. It can feel daunting, even if you’ve had prior success. The best way to overcome that intimidation, is to get clear on the action it will take to be successful.

I shared in my announcement email that I think a lot of sales professionals in the property management industry share the difficult position of being a part of a a pretty small team. If you’re a BDM, you likely don’t have a peer in the trenches next to you. If you are a business owner who is responsible for sales, you’re juggling business development along with a lot of other priorities. It’s a difficult position to be in.

Despite this, I believe that the value of sales kick off can be created in an environment of growth professionals from multiple companies across the country. In my seven years in this industry, I’ve observed many environments where collaboration takes place across companies. Kristen, Kandise and I aim to create an environment where that can take place for people working in business development in this industry.

As we’ve gotten deeper into planning this event, a few core beliefs and goals have emerged that I think are worth sharing if you’re considering attending this event or sending someone from your team.

We Get Better Together - There is tremendous value in learning from other people who are in the same role as you, doing the work day in and day out. It’s one thing to hear theoretical concepts, it’s another to get real insight from someone in the trenches. The opportunity to bounce ideas, pick up new insights, is powerful.

Clarity Precedes Action - It’s one thing to know your goal, but having a clear sense of how you’ll get there ultimately puts you on the path to success. I’ve found that taking big goals and breaking them down into the weekly, monthly activities it will require gives me a better sense of where I need to devote my time and energy. Without a plan of how you’ll get there, you’re left to wander aimlessly.

Mindset is Critical - Sales can be a grind. I’ve written at length about how hard it can be dealing with rejection, and it’s even harder if you’re on an island. We want Elevate to be a mental reset for those who need it most. A place where you can feel encouraged, confident and energized to go tackle the weeks and months ahead. By the way, having fun and celebrating is a big part of that.

In the weeks ahead, we’ll be announcing speakers and vendor partners for the event. I hope you’ll consider joining us to kick off your year!

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