In Sales. The Do It All Beats The Know It All. Hands Down.

When I was 25 years old. I was a sales “know it all“.
Salesman of the Year in my first two sales roles. It seemed I had a golden touch.

So, I decided that setting up a business was going to be easy for me. 18 months later, I was broke, in debt. And humbled.

A Humbled Asshole In Need Of A Coach

I was an asshole. I ignored the advice. Especially from my father. I mean why would I listen to him? He had only built a successful multi-million euro business. What could he teach me?

So Are You A Know It All?

If only I had a sales coach or mentor to challenge me. Here is how a conversation would have gone.

Ronan. “Yes I know I should have a territory management plan in place”.
Coach, but do you?
Ronan, eh No.

Ronan. “Yes I know I should spend 2 hours every week planning my upcoming week”
Coach, but do you?
Ronan, eh No.

Ronan. “Yes I know I should have a sales plan, with goals, priorities and key numbers”.
Coach, but do you?
Ronan “eh sort of. It’s not written down yet”.

Ronan. “Yes I know I should have a prospecting plan, with specific times I commit to new lead generation”.
Coach, but do you?
Ronan, No. I’m reactive, not proactive.

Ronan. “Yes I know I should have prepared sets of questions for each sales meeting”.
Coach, but do you?
Ronan, Sort of. I mean I am good at this, but I often forget some key questions.

Ronan. “Yes I know I should be listening 80% of the time in sales meetings”.
Coach, but do you?
Ronan, eh, no. I am guilty of talking too much.

Ronan. “Yes I know, I should have a minimum of 5 lead generation tactics running together”.
Coach, but do you?
Ronan, eh, no. I’m just using the phone.

Ronan. “Yes I know I should spend up to 20% of my time on Sales Pipeline Management.”
Coach, but do you?
Ronan, eh, I’m not bad at this. I do have a follow-up schedule I keep to.

Ronan. “Yes I know I should have a strict Qualification Process in place”
Coach, but do you?
Ronan, eh, this one has killed me. No. I took business where I could get it. It has cost me thousands. And it has been soul destroying personally. I should have known better.

Ronan. “Yes I know I should have a clear process for handling objections”
Coach, but do you?
Ronan, yes. It is a strength that became my weakness. I was overcoming objections to work with the wrong customers. Bad idea.

Ronan, “I’m not enjoying this conversation. You are opening up wounds. I mean. I know all this stuff. It is bleeding obvious”.

Coach, but you didn’t do the bleeding obvious?

Ronan, well no. And I am pissed off at myself. It seems I got wrapped up in my self-importance. I didn’t know what it was like to be an owner-manager. I never had consequences before. I could open up a lousy customer. But I never had to foot the bill when they didn’t pay.

The Sucker Punch

Coach, “Ronan there are two types of salespeople in this world. The ones who know it all. And the ones who Do It All. The Do It All win every time.

Ronan. I want to punch you in the face (not really). You have opened my eyes. I was blinded to the obvious. But, it doesn’t make me feel any better. Now. But, I know what to do. “I’m going to focus on being a “Do It All“.

Here is my question to you. Are you a sales “know it all”. Or are you a sales “Do It All“?
It is time for a little honesty. It will save you a lot of money, frustration, anger and resentment.