No one starts out saying, when they are a teenager or an early adult, that they want to be in sales. You don’t hear a 14 year old say to his/her parents, “Mom, Dad, I know what I want to be…. a sales executive.” What you do often hear, when someone is persuasive, influential or argumentative, that they should consider going into “Sales”. This starts when you are young as you learn to communicate; You create arguments and make a stand, mostly in an attempt to get what you want. This might be a new toy, more allowance for the week, or to stay out a little later during your teenage years.
As a proven practice, I know of very few people who said early on in their life, I want a career in “Sales”! Most of the great salespeople I know tried other jobs first and either failed forward into a sales role, or else just needed to make money and had that 3-D program and made it work. (3-D Program: Drive, Determination and Desire).
The truth is, when I talk about sales, I want to talk in terms of being “Great” in sales. This means operating at a level where you achieve the self satisfaction in knowing everyone you come in contact with and create a true relationship with, are folks that create you create a vast sphere of good will towards; and your enthusiasm and passion for adding value to their job or business, has in turn added value to their life. Being great in sales really means that you are able to create a greater quality of life for the clients, stakeholders and work mates you in turn help influence. This is why sales is the greatest career anyone could ever undertake.
The key to being in a sales career, as opposed to a sales job, is that you need to be great in the job, and aspire to be in the top 10% of your field of sales executives in your firm.
That is the ENTIRE Goal of the programs outlined in our Sales R.I.S.E. Program, we look forward to helping you build or become the greatest value add sales force in your space!
Steve de Laveaga, previously held the position of SVP and The National Sales Manager for Fidelity National Title Group, encompassing multiple Divisions and overseeing 3,100 Sales Executives and assisting over 200 Sales Manager's across the US. Steve drove Sales and Marketing efforts across the US, to assist their partners and stakeholders in growing their business. Steve had been with FNF as either an employee or contractor for over 15 years. Most recently, Steve, has held roles at the National, Regional and Local levels, which allowed him a unique view into how he can assist your Entity with "Revenue and Market Share Growth" in the Real Estate space. Steve also acted as the Chief Revenue Officer for the FNF Owned Technology, which totaled a valuation well over 1 Billion dollars and spanned over 125 Million in annual revenue. Steve also went on to create the No. 1 Realtor Mastermind group in the US which encompassed 2.5 Billion dollars annually in production, leading over 250 Mastermind events in the last 2 years.
Steve has gone on to institute a comprehensive coaching program for Escrow Officers and Sales Executives throughout Fidelity National Title Group. The Elite Sales Coaching Program, for Sales Executives, and the Escrow Enrichment Coaching Program, this involved over 50 operations, from across 100 counties, in 15 states. 87% of All Coaching participants exceeded their Company’s trend in Open Orders, Closed Orders and/or Revenue, by using Proven Best Practice methods for Sales and Escrow Success!
Mr. de Laveaga said, “Our focus is to be the best “Business to Business” facilitator with our clients and prospects in the Real Estate space. We do this by generating additional transactional opportunities in the market, significant cost savings for our clients and the ability to engage an abundance of new stakeholders, which otherwise would be difficult for our clients to achieve on their own.” Mr. de Laveaga is not only a driven leader in business and Sales, but also a dedicated husband, father and member of his community. Mr. de Laveaga resides in Gilbert, Arizona with his wife of 29 years, Jodine and their two children, Taylor and Coby.
The stark reality is there are significantly more “bad” sales people and Sales Leaders out there than there are great ones. However remember the goal of R.I.S.E is to help create and in turn develop you into that sales savant; to be considered “Great” and be in your company’s’ top 10%.
I also want to challenge business owners, executive sales managers’ and leaders; essentially anyone who oversees a group of salespeople to stop settling for mediocrity and set a standard of growth and a criteria built around Best Practices. Don’t starve your strongest salespeople and feed your weakest by giving the weak ones a “house” account, or a better territory, just so you can have the satisfaction of saying, “All my Sales Executives are making quota and hitting their goals.” I would like you to “De-Cruit” your bottom 15-20% of salespeople each year, who fall into any of those 5 categories we will outline in our R.I.S.E. Program and set your Leaders and Sales Executives up for Success, who have the work velocity, likability and willingness to learn, on a path to greatness. As an organization, resist the urge to cater to the lowest common denominator in your sales force. Instead set a standard and “De-Cruit” (re-populate that lower 15-20% level back into the work force to waste some other Company’s money and resources).
Below is a brief outline of some of our Real, Intelligent, Sales, Engagements, remember this is first and foremost a discussion, before we ever enter an agreement to work together, every engagement is customized as to where you and your Organization are in terms of the Journey to "Sales Excellence".
Speaking 1,2 Day and 3 Day Engagements:
1 Day- 60-90 Minute Key Note outlining the following:*Strategic and Tactical Best Practice in the Proven methodology of Revenue, Market Share and Mind Set Sales Growth. It is an “Edutainment” based message that will engage and inspire your audience.
2 Day Event- 90-120 Minute Message day 1 with a “Success List” of to do’s for the Audience to bring back and then have a second day engagement around the feedback, objection handling and thought track (Best of breed scripts) role play, interaction, going over the Accountability Matrix for Sales Excellence.
3 Day- “Sales Excellence- It is a Career Mindset not just a job.”- Full 3 day workshop, Mind set around purposeful prospecting, What is value add selling? How to create partners vs clients, How to create an evidence of success through influence, the Accountability Matrix- Your Road Map to success. Workbook provided, Heat Map created, Lead and Lag measure compelling scoreboard creation, Accountability Huddle agenda, etc...
Sales and Revenue Growth and Influence Consulting Concierge Program:
90 day Minimum. *Weekly Meeting/zoom call, to deliver on mutually agreed upon Growth Road Map for the Business.*I will use my personal network and Influence to assist with driving Influencer's, Revenue and Market Share into your Business.*Recruiting of Talent into your Network and Business with a focus on Profitable growth.*Set up of your Sales Accountability scoreboard for all Sales Executives and Leadership to measure ROI.*The delivery of a compelling UVP, which will drive sales and market share growth.*Commission structure review and a creation of a compelling “New Business” commission model focused on Growth.* Market share heat map and lead and lag measure DashBoard scoreboard included in monthly consulting fee.
Elite Individual Sales Leadership Coaching:
10 Spots available- Max! 6 month minimum Commitment then an option to Roll another 6 months . *60 Minute Call every 2 weeks, Accountability and outcome focused and Based on where the Client is, in their Sales Leadership process to Growth and Sales Excellence. Must be a Sales Leader, Managing Sales people, by application only.
Technology Revenue Hyper Growth Strategy:
This is targeted for Real Estate based technology entities, PROPTECH or FINTECH. Full Sales and Revenue audit of your Sales Force, revenue model, channel enhancement, Acquisition or investment road map lay out. Spots limited for this opportunity.
VIP Mastermind Real Estate series:
Top performing speakers (Brokers, Real Estate Agents and Team Leaders), sponsors, title and mortgage as well as tech. I have created a top stable of a quality group of speakers for growth influence as well as developed the process of facilitating an Influence through evidence of success Marketing to achieve Revenue and Market Share Growth for multiple stakeholders in the Real Estate space, Mortgage, Technology, Title, Brokerage, etc...