Hiring a new rep can be very expensive...up to $30k when you consider recruiting, training and onboarding costs… 

But sometimes it’s not the salesperson that’s the problem… 

So before you fire or hire your next salesperson… watch this and ask yourself these questions:

1. Accountability and Activity Standards:  Are there clear activity standards? Is there accountability to those standards? Do my reps know exactly how much activity they need to do on a daily basis to get results? Are we following up at least 12 times with each prospect? If nothing else changes, more activity yields more results.

1. Sales Process: How do my closing rates compare to industry standards? Is my team averaging 50%? Are my top performers at 80%? If not, then there’s room for improvement in my sales process. 

1. Coaching: What kind of coaching are my reps receiving? Are they being challenged on mindset hurdles? Are we providing training AND coaching? 

1. Compensation plan: Does my comp plan reflect our goals? Does it give top performers a reason to stay long term? Salespeople learn to game the comp plan early on, so make sure yours is designed to be win-win and get both of you where you to go… 

The fastest way to get an answer on these is to hire an expert like me, who can diagnose the problem and make recommendations.  Reach out at http://jpmpartners.com/contact to start a conversation. 

Have a great week!

CEO, JPM Sales Partners

© JPM Partners, LLC

Most software demos are long and boring. After studying hundreds of demos, I’ve found you only have 5 minutes to prove you can solve their problem. Here are 5 tips to help you do that:

1. The demo is not a tutorial: Save that for on boarding.  This is not the information they need in order to buy, and you’re missing the parts that matter to them.  

1. The Demo is part of a larger presentation: Your presentation should be a story that brings the buyer on a journey from their problem to your solution and the demo is simply the culmination of that.

1. Keep it simple: Even if it’s a complex product. Highlight their 3 biggest pain points and how your software solves them. Only sell your customers what they are buying right now. 

1. Use Screenshots instead of a live demo. Don’t be afraid to use screenshots. They serve the same purpose and perform faster.  You can always pull up a live demo during the Q&A if they ask to see something outside of your planned presentation. 

1. Leave plenty of time for Q&A: A 5-minute cap on the demo will ensure that you have plenty of time for Q&A. Show the customer the parts of the program that are most beneficial to them, and then let them guide the rest of the demo with their questions. 

This is one of the many things I teach you how to do in my coaching program.  Send me a message if you’d like to learn more!

© JPM Partners, LLC 

Goal setting is a farse. It sounds logical, but success is illogical. 

The reason why income goals don't work is because they’re all about the money the person is making and not about the problem they're solving or the people they're helping. Success requires many people working toward your vision and if your vision is just your personal income goal no one else is excited about that except you. 

Goals inherently make us focus on what we DON'T have which attracts more of that (lack). When someone obsesses on an income goal they're constantly reinforcing that they don't have it. 

And if you don't believe you are already capable of achieving that goal, it doesn't matter what effort you make, your outside world will always be a reflection of your inner world. We create our own reality based on what we believe. Even if you gain money it will escape you because you don't think you're worthy of it.

However, if you set an objective that goes beyond your own desires and needs, other people will rise up to help you achieve it and the money is a byproduct of achieving your objective, not the end goal. 

It's like the limit in calculus (this is the only real-life application of calculus I've ever used! ) X and Y can approach the limit, but the limit can never actually be reached. I see goal setting as the same thing. As soon as you set the goal, you are establishing your limit. 

So, call me crazy, but I might be the first sales coach that ever told you to stop focus on closing sales. (Don’t mistake that for not asking a closing question!). Focus on your big mission, your big goals that go beyond your personal income and the income will be a byproduct of you achieving that goal is larger ways you could have imagines yourself.

When you're ready, come join me for a custom closing blueprint, for just $1: closingblueprint.jpmpartners.com

I was Dean at the #MogulX Conference, the largest conference for millennial women and here’s what I learned:

1. COMMUNITY: Craving independence and the transition from university life can be lonely, leading to depression and anxiety, so women are craving connection and community. They find that mostly on social media which can have its own challenges like… 

1. AUTHENTICITY: On social everyone’s putting their best foot forward, which isn’t inherently bad, but can make the world feel even more lonely as people are hesitant to talk about their real problems publicly.  They crave authenticity from influencers but at the same time are tempted by the newest beauty tutorial because balancing authenticity with outward expectations is challenging. 

1. PURPOSE: Millennial women are multi-passionate which can lead to confusion as to what they were “meant” to do. Phrases like, “Side-hustle,”and, “Passion-Project” imply purpose is something you do outside of the regular workday, which is why work is stressful and anxiety producing.

Balancing it all seems impossible when they’re seen as independent of one another..  

-Strive to find work that aligns with your purpose or find purpose in your work. 

-To find authenticity, find it in yourself first.  What feels right for you? 

-And finally, find a supportive community. OnMogul is a great place to start. Then be the voice of what you want to hear more of in that community. 

Have a great week!

CEO, JPM Sales Partners

Custom Sales Playbook Designer and Creator of The Sales Launch Code

Robert Kellner joins me again to talk about his groundbreaking new method for generating leads, Karma Calls. You can learn more about Rob’s story and what Karma Calls are all about in Meeting 33: jess.tips/33

In Part 2, Rob reveals his 4 step method for Karma Calling.  He’ll explain how you can break down barriers and connect with people immediately with these four steps: 

1. Gratitude 

We have two more lessons where we dive deep into these concepts and help you script our your Karma Calls for the members of our Sales Launch Code community. You can find out more here: www.saleslaunchcode.com

Have a great week!

© JPM Partners, LLC 

I’m so fired up to have Robert Kellner on my show to talk about his groundbreaking new method for generating leads, Karma Calls. 

Rob and I connected on LinkedIn and I immediately knew he was different.  Turns out Karma Calling and The Spirituality of Sales are all you need to bring in the right clients in an authentic, predictable way, so we make a great team!

Do not miss this one!  In Part 1, Rob answers “What is Karma Calling” and how he came to develop the method as an Uber driver.  It’s based on some of the Laws of the Universe that are already working for you, even in sales, if you have the right intention. 

Let me know what you think and if you want to hear more from Rob! You can connect with him directly at [email protected] or https://www.linkedin.com/in/robert-kellner-a5310a/ to work with him one-on-one.

In the next meeting, we’ll dive into exactly what the four-step method is. Stay tuned!

Have a great week!

© JPM Partners, LLC

Two weeks ago I talked about the 6 Pillars of Sales Management and promised I would show you how to automate 5 of the pillars so you can spend more time coaching or more time with customers, which only you can do. These hacks are guaranteed to put more time on your calendar.

1. Check email 2x per day - I first learned this from The 4 Hour Work Week  . I recommend Noon & 4pm; Avoid using your email as a task list.

Hire a VA : For everything you can’t automate, a VA can fill in the gaps. I found mine on upwork and we’ve been working together for 7 years! I recommend starting out with small tasks and building up trust. You can also use HelpScout to allow people to manage certain emails without letting them in your account.

Disclaimer: Sometimes I get paid for stuff I recommend.

Have a great week!

© JPM Partners, LLC 

In The Science Behind Why People REALLY Buy, I reveal the BEST sales advice I ever received that launched our sales to over $100M in three years. 

And, once you understand the philosophy behind my work, I'm extending an invitation for a limited time to join me in a custom closing blueprint reveal session where I'll draw a custom Closing Blueprint, specific to your business for just $1. 

You can get all the details here: closingblueprint.jpmpartners.com

Last week I talked about the 6 Pillars of Sales Management: Recruiting, Training, Motivation, Accountability, Coaching, and Management.  I promised I would let you know how to automate 5 of the pillars so you can focus 80% of your time on coaching. Once we make time on your calendar for coaching, we’ll talk about how to coach, which is different from how to train. Ok? 

SALES RECRUITING ON AUTOPILOT:

You have some options when it comes to automating recruiting, including outsourcing it. If you have the funds to pay $10-15k per hire for outsourcing, go for it! But if you’re hiring 5  new people a week consistently, that cost can get prohibitive. Salespeople pay for themselves, so if you know how to train and coach them, there should be nothing holding you back from hiring more. 

1. Define your Ideal Recruiting Avatar

Happy to answer questions about any of these steps below. 

RESOURCES: 

There a full 1-hour training on this here: http://jess.tips/5 

And here’s the link to StealthEQ, the only undercover sales etiquette assessment:  https://www.saleslaunchcode.com/p/stealtheq

Have a great week!

CEO, JPM Sales Partners

© JPM Partners, LLC 

As a sales manager, you have many roles, so I wanted to break them down for you in this Monday Meeting.  Which one of these are you working on right now to master?

ONE: RECRUIT. Attract and assess the right people for your team. Without a great team in place, you’re climbing an uphill battle. 

TWO: TRAIN Everyone gets trained regardless of experience. You have serious market advantage if you can train green salespeople effectively.  Sales training is not product training. 

THREE: MOTIVATE Pump your team with positive energy on a daily basis to create a positive selling environment

FOUR: ACCOUNTABILITY Clear standards of daily, weekly, and monthly performance expectations. Weekly reporting to you and peers. 

FIVE: COACH Work one-on-one with reps to uncover their personal goals and desires and the limiting beliefs that have kept them from achieving them thus far, which directly correlate to their success in sales.  Spend 80% of your time here.

SIX: MANAGE Manage all of the above systems.  Create systems to automate and manage those: funnels, playbooks, training systems, reporting, crm, text, broadcasts, reporting, etc.  

Next week: How to automate these pillars so you can spend more time coaching!

Have a great week!

CEO, JPM Sales Partners

Custom Sales Playbook Designer and Creator of The Sales Launch Code

© JPM Partners, LLC