SHOW SUMMARY

There’s a pandemic hitting the sales industry, and no it’s not COVID-19. This time, it’s sellers with an overwhelming lack of motivation leading to quotas not being hit, the highest turnover rates ever, burnout levels running rampant, and sellers outright leaving the profession. In this episode of the Love Selling Hate Sales podcast, keynote speaker, author, and executive sales and business coach Anthony Garcia joins our host Josh Wagner to talk about the factors leading to this phenomenon, and the clear, actionable steps that can be taken to remedy the situation. 

HIGHLIGHTS

• All about the Complacent Sales Syndrome
• The usual motivation doesn’t work on A-players 
• How to make your A-players achieve even more
• Good sales managers are adaptable 
• Podcasting is an opportunity-rich space 
• A closer look at the Catapulting Commissions Strategy Pie

QUOTES

Anthony on why A-players are much more motivated by legacy: “A good colleague of mine, one of the top-performing SaaS companies in the world to create his own consulting money. What did he do with the two years before that? He made over seven figures on W-2 income and finished back to back top two performances. It wasn’t because he needed the money, it was his legacy. He wanted to create a consulting company where he had credibility.” 

Anthony on what kind of legacy he wants to leave behind: “I believe it’s our moral duty to leave the place we’re at better than it was when we got here. So how do I do that? I find ways to create a legacy.”

Anthony on why skills are secondary to consistent execution in achieving your sales goals: “In the book Catapulting Commissions, the actionable steps are designed to teach you how to achieve your sales goal by activity, not skill-based. Here’s the activity we need to execute on, here’s how we break down the numbers, here’s how we reverse-engineer the goal. So you have some clear, actionable steps that get agreed upon in advance.”

Connect with Anthony through the links below:

• LinkedIn – https://www.linkedin.com/in/anthonypgarcia99/
• Workshop – https://www.catapultingcommissionsacademy.com/workshop
• Podcast – https://podcasts.apple.com/us/podcast/catapulting-commissions-sales-talk-with-anthony-garcia/id1491832626

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com