Peak Performance Selling

Caleb Buscher

Episode Summary

Caleb grew quickly into sales management at the age of 26 and had to manage multiple reps that were double his age. As a multiple time President's club award winner, top of his class MBA graduate, business founder and one of 9 kids. Caleb's got a ton of great experience growing in sales and moving from an industrial sales/leadership role into tech and how he maintains peak performance!

Episode Notes

“When your manager has an authentic, vested interest in you as a person and what you want to accomplish, it will unlock so many doors for your reps.”

• Caleb Buscher on LinkedIn
• Luck played a big role in his life
• Salesforce CRM Admin as a young intern
• Realized, Sales is where the money’s at!
• Asking his company if they need a Sales Manager?! - Ask for the job that you want!
• Ask myself the question WHY NOT? Vs. Why do it?
• Build my life resume
• Picking up the pace and process in tech - much different than traditional industries
• 3 Things top performers do
  • Self-awareness - 95% of people think they’re self-aware but only 5-10% of people are actually aware. Most of us are lying to ourselves about lying to ourselves. 
    • Internal self awareness - goals, values, beliefs
    • External - coachability, openness, curiosity
  • Confidence - in themselves, the process and the way to do things
    • 1. Product knowledge 
    • 2. Experience- seeing it over time- call reviews
  • Creating your own unique style of selling
• Always try and bring value to the partnership between you and your team
• Strengthen yourself in their weaknesses
• Get up early in the morning, even as a night owl your body can acclimate
• How did the last day go?  What do I want to focus on today? What is my intention for the day?
• Create space for myself in my life, 
• “Between stimulus and response there is a space. In that space lies our freedom and our power to choose our response. In our response lies our growth and our happiness.” Victor Frankl
• Stoicism - Meditation
• Learn as much as possible
• How are you reacting to missing your quota? - Look outward, blame other things, weak leads
• Jocko Willink Extreme Ownership
• “Put the mirror on yourself.  What happened? What went poorly? What can I learn from it?”
• Run a reflection Report- David Goggins - AAR After Action Report 
• Peter Drucker- Managers do things Right. Leaders Do the right thing.  Efficiency and effectiveness
• “When your manager has an authentic vested interest in you as a person and what you want to accomplish, it  will unlock so many doors for your reps”
• 5 Whys? To make a lot of money let’s go deeper 
• Personal Interest and a Vision from Leaders
• Insanely Simple- Steve Jobs - Apple
• “Progress = Happiness” Tony Robbins
• Success- Bob Dylan - “Success is when a man wakes up in the morning and goes to bed at night and in between does what he wants to do”
• Happiness is a sliding scale- How can we be happy more often than not?
• Our time on this Earth is short. EVERYDAY Is an opportunity to give your best. We don’t get this day back
• Always think and never settle