Shane Gibson’s 8-Figure Sales Performer Formula
Reading Time: ~3 Mins | Written By: Sydney Vardja
In the world of sales, achieving 8-figure deals annually is a fulfilling feat that few can claim.
One individual who has consistently achieved this impressive level of success, often behind the scenes, is an introverted sales genius we'll call John. John has worked for major tech companies, securing massive deals for key accounts.
How does John accomplish this? It's all about adhering to a set of daily disciplines, and we're here to unveil Shane Gibson's 8-figure sales performer formula, as shared by John.
Own Your Calendar
John's first principle is simple yet often overlooked. To succeed in sales, you must proactively manage your calendar. Take control of your time, and don't complain about others booking meetings. People are booking your calendar because you haven't proactively owned it. Understand strategically what needs to be in your calendar on a weekly basis, and take charge.
Designate Peak Selling Days
John identifies peak selling days based on his client's willingness to meet. Typically, Tuesday to Thursday is when key accounts are more open to meetings. He proactively books sales time during these days and protects that time by blocking other commitments. This strategy ensures that he focuses his energy on the most critical tasks.
Know Your Power Hours
Identifying your peak energy periods is crucial. For John, it's from 7 a.m. to 2 p.m. During these hours, he dedicates his full attention to working with key accounts, avoiding scheduling internal meetings or follow-ups that can be done during less productive times.
Time Block and Batch
Time blocking and batching help John stay efficient. He blocks specific hours on certain days and batches tasks by the stage or industry in the sales funnel. This approach minimizes task-switching, allowing him to maintain focus and productivity.
Book 25+ Hours of Selling-Focused Time
John is not afraid to push for proactive selling time in his calendar. He understands that his job security relies on revenue generation, not office socializing or problem-solving for colleagues. Great sales performers prioritize their productivity.
Eat the Frog First
John emphasizes tackling the most challenging tasks first. Whether it's paperwork or difficult conversations, delaying them only makes them harder. By addressing the toughest tasks early, he ensures a smoother workflow for the rest of the day.
Colour Code Your Meeting Types
Colour coding meetings provide an early warning system for balancing your time effectively. It also helps others understand your availability at a glance. This simple visual cue can keep you on track and improve your time management.
Audit Your Calendar
Regularly review your calendar to assess whether you're allocating your time effectively to achieve your financial goals. Adjust your schedule as needed to ensure you're on the right track.
Educate Your Champion, Not the Whole Company
In complex sales scenarios, John focuses his efforts on key decision-makers who can become allies and advocates internally. Rather than trying to sell to everyone in the group, he invests heavily in those with the potential to significantly influence the deal's outcome, especially in larger deals.
While Shane Gibson's 8-figure sales performer formula might seem like a lot to take in, these key principles can set you apart in the competitive world of sales.
By mastering these daily disciplines, you'll be on your way to achieving sales success, just like John, the anonymous introvert who lets his results do the talking. Remember, success in sales is about owning your time, managing your energy and relentlessly pursuing your goals.
