As we kick off a new year, we want to start strong and then build momentum, especially when it comes to sales. Today’s guest is an expert at helping sales teams plan their work and then work the plan to achieve their goals.
Joe Pici is a master sales trainer and coach known for helping his clients book more appointments and close more business. He’s joined us multiple times on The Clarity Advisors Show and he’s back to talk with host Ken Trupke about starting the New Year off right with goal-setting, metrics, and accountability.
Timestamps
(00:54): About Pici & Pici.
(01:51): Importance of starting the year with a plan.
(03:01): Sales manager’s perspective.
(04:05): Salesperson’s perspective.
(05:00): Components of a successful sales plan
(07:23): Importance of metrics.
(08:37): SMART goals.
(11:13): Why people resist planning.
(13:34): Is it too late to start?
(14:31): Holding a kickoff event.
(15:49): Importance of momentum.
(16:38): Special offer for listeners.
(17:31): Connect with Joe Pici.
Episode Quotes
“Here’s the thing about strategy. It’s going to create momentum for your sales team.”
“After a while, if a person is not doing what you want them to do, and the plan is sound and they’re not gaining ground or hitting numbers, maybe they need to do something else.”
“This is the time of year where sales managers and sales individuals need to pump up the training somewhat. Find out what needs to be trained in our company and go for it. Don’t wait.”
“When it comes to measuring things, nothing is easier to measure than sales.”
“January and February are great training months because they’re already excited about being able to wash away the old numbers and start over.”
“Momentum is the key to business and sports. Nothing is more important than momentum and most companies never get it. They’re too busy dealing with negative stuff.”
Recommended Listening
Joe’s previous appearances on The Clarity Advisors Show
- Episode #1 –Forget emails! For best results, pick up the phone
- Episode #22 — Aligning and engaging your team for success in 2023
- Episode #44 — Hiring, leading, and retaining top salespeople
- Episode #52 — Remote work, and its impact on sales teams
Follow/Connect with Joe Pici
- Phone: 407-947-2950
- Send “Sales Edge” to 55678
- joe@piciandpici.com
- Joe Pici on LinkedIn
- PiciandPici.com
- SellMoreVirtually.com
