Sales Strategy & Enablement by Revenue.io

1060: Live with Intention to Make Quota, with Bobby Dysart

May 24, 2022

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Bobby Dysart is Head of Sales at Compa and host of the Quotaless Podcast. Sales leadership is definitely about driving revenue, but it's also about empowering sales teams with the right tools and the right mindset too. Bobby shares how living with intention brings forth your authentic self and how quota happens simply as a consequence. He also talks about the undeniable role of luck and embracing the unexpected because the reality is that there is very little you can control as a salesperson. Bobby’s goal is to bring this notion of living with intention into sales so more sellers can find both fulfillment and happiness in their sales careers.

HIGHLIGHTS

Helping sales teams get quick wins
Quotaless: Live with intention so that quota happens
Luck plays a role in sales so embrace the unexpected
Highs and lows: Receiving top training and the used car salesman trope

QUOTES

Bobby: "I can get some revenue across line in short order. And what I found is entrepreneurs just love that. They're surrounded by a lot of people trying to, I think, take from them, take money from them, and sort of latch on to any sort of success that they have, whereas I'm just coming in and I'm like, watch out. I'm going to, at least, get you 50 grand across the line and pay for the next several months of my service."

Bobby: "I want to bring this idea of mindset, of mindfulness, of living with intention, etc, and bring it into the world of sales."

Bobby: "The first thing that I think comes to mind is this idea that, as sellers, we think like our life just gets so much better when we hit quota. And I think we have it in reverse. When our life is so good and it's great and we're feeling like our most authentic selves, quota happens."

Andy: "I think this is a difficult mindset for most sellers to adopt because there is this quota every month and they're taught about you have to control the buyer, control your prospects, control the sales cycle which yeah, I learned early in my career was just a huge myth."

Bobby: "They had craft out of developing those early-stage managers, those sales managers and sales directors that I think is really what plagues series A, series B companies, tech companies. They may even have the leadership right and they may have some of the sellers at the bottom right, but that midlevel management always seems to be missing."

Find out more about Bobby in the links below:

LinkedIn: https://www.linkedin.com/in/bobbydysart/

Website: https://quotaless.io/

Podcast: https://quotaless.simplecast.com/