How I would make $100,000/year if I had to start again

in this video I'm going to break down the exact steps I take to make a $100,000 a year again if I start back over with zero sales skills zero contact zero Network and no money just so you some context I'm Marcus Shan I've generated over 700 million sales in 13 years in corporate sales and sales leadership roles but before this I grew up with no real skills and had just worked hard at my immigrant parents Chinese restaurant doing everything under the sun now I share that with you because I'm nobody special and I wasn't born

with any real town or some sort of Rich background but here's the thing not only have I generated hundreds of millions in revenue and earn millions in Commissions in equity I've also worked over 600 clients in the Last 5 Years help them install repeatable Sales Systems and playbooks that generates predictable Revenue Allin these clients are literally earning now 250k 500k and over a million dollars a year as a result now if you watch any of my other videos I typically share more advanced strategies for those who may already be earning maybe 100K 200k or even

more a year so this is for the people who have not quite broken that six figure Mark whether you're just starting out or you've been in sales again for a bit I want to make this video for you also we recently launched our product sales accelerator Labs where I'm literally giving away the exact sales system to help me go from 0 to 700 million B2B sales literally giving away stuff that clients have paid me $50 to $75,000 for that you're going to get for free just for signing up you can check it out in the

description below so how would I go from earning $0 to $100,000 a year and more well I'll do it very similar to what I did to begin with so the first thing I would do is I look for the sales jobs they had the greatest learning and growth opportunities now the mistake I see a lot of people make is when they're trying to break into sales is they're going for the biggest companies with the greatest compensation plans the ones they see in all the top rankings which seems to make a lot of sense cuz there's

huge upside they're great companies they G pretty stable you can make a lot of money which is absolutely incredible but the reality is when you have zero skills zero experience like I did it's really hard to break in those companies so my focus would actually be on learning and not necessarily earning now what I would First Look for is I'd be looking for roles actually at full cycle sales so that's End to End Sales from processing top of the funnel doing outbound calls emailing even door knocking to actually book means to actually run the whole

sales process to close and maybe even growing those accounts and the reason I look for a full cycle role is I've seen it time and time again a lot of sales people maybe break into Tech sales they start as a bdr in which they're learning how to just do outbound which is great but when they go into an AE role they don't really have the good transition to develop those skills actually go to a full closing type role and then on the flip side I've also seen people who maybe were not that great of a

bdr they someh make it into an AE role but because they never learn how to truly Prospect or do well they actually struggle as an AE as well and typically the account Executives who are crushing it consistently they're really good at generating building their own pipeline so if you go into a full cycle role first you're learning the full sales process end to endend which means you you'll learn marketing you'll learn top of funnel you'll learn outbound you'll learn messaging you learn how to take some from cold to close which is a great skill to

actually have for developing net new logo accounts so again I look for opportunities where I had the opportunity to do full cycle sales End to End Sales now what I also look for is especially in those type of roles is I'll look for ones that have some sort of training program in place whether they're uh a bigger company midsize or smaller some sort of training program I can vet out with them so they can give me some fundamentals and how they sell some sort of Playbook as well now even if they have that in place

I'm not going to just take it and just run only with that I would use it as a foundation so this helps me build a base Foundation of skills as part of it so again I look for full cycle opportunities that also have some sort of training program in place now of course there's also the compensation as well so obviously if you're brand new in the sales and you're trying to go to a great you know upside sometimes the comp may not be as lucrative as you'd like it to be in some situations you walk

into opportunity where you have the potential to make seven figures in year one but it's also very unlikely as well but I would want to look for an opportunity where again I'd be focusing more on learning versus actually earning so as long they have a good comp where I can make at least $100,000 plus if I do a good job I'm all in if they actually had a 100% commission role I would actually go for those type of roles as as well because if I have zero skills it might be a little bit easier to

actually land a job with them as well because it's very minimal risk for them but on top of that if it's 100% commission generally speaking the commission multiples are pretty high and pretty lucrative depending on the ticket size of what you are selling and on top of that because the company knows that you are taking on a risk usually with compensation programs like that you're able to earn quite a bit more so for example I know people who are in 100% commission roles and they're earning 500k a million $2 million a year in these roles

that have no base salary but the upside is so great as a result again I'm not looking for the earning opportunity I'm looking for the learning opportunity so as long as I'm able to make at least 100K if not more great now if they also happen to have upper Mobility that'd be just a great bonus as well the second thing I'd focus on is becoming a student of the game even before I start so the mistake I see a lot of people make is they want to wait until they're in that role to actually start

learning becoming really good at the role and that's a huge mistake I made a mistake myself personally I wait till I was actually in the role and because of that it definitely delayed my skills in development so I'll actually start with looking for ways to increase my skills before I even start the role so I'll be looking on LinkedIn YouTube whatever looking for specific people that I know can teach me the fundamental to be highly successful in sales now what I also would do is I'd be vetting people out I'd be looking for people that

had proven results not just for for themselves doing the actual role over over in their past experience but also if they have they have students or clients their results as well and I've seen some of those people that kind you know an AE who maybe sold for a couple years a tech company and they they try to start selling a course and maybe they have some testimonials but all testimonials like oh hey that was a really cool course that was really knowledgeable very informative that is useless to me I want to hear about people hitting

quota destroying quota blowing out their numbers making crazy money getting promoted buying homes just doing wild things with what they learn from that person so I'll be taking my time to fully vet that person out if I'm going to start learning from and this is even with a free content and the reason this is important is we're actually in an information overload age where there's so much content on YouTube so much content on link so much content on Tik Tok on everywhere the number one thing you do is actually filter down to who to actually

pay attention to because if you have too many ideas in you're going to see conflicting opinions and I found that personally for myself as well so I would Niche down find the right people fully vet them out and start learning from them now if I could access some sort of funds or borrow funds or have access to a credit card I would invest into a coach before I even get started as well because I know if I can build a really strong Foundation build really good habits in before I start it's only going to serve

me once I'm actually in the role now if I didn't have access to borrowing money or credit cards or anything else then I would start with obviously the free content or maybe some of their cheaper products that they have that's available so I can start learning as much as possible and then as I start to make commissions I can send into other programs so for example even today people that want to work with me maybe they can't afford some my high level coaching programs because it's a significant investment some of them may start with my

free content on YouTube or on LinkedIn then they might be to buy my book and then maybe Jo sales accelerator labs and of course they can extend up to more coaching as a result so in my situation if I couldn't access any money I would start diving free into their content or or I try to find ways to at least pay for some of their lower ticket items so I can acquire some of the deeper know so this way I'm walking in with a little more of a foundation of how to do things before actually

going but on top of that by actually learning the right language of lingo how to actually think like a top salesman how to act like a top salesperson this will only help me actually the interview process as well as I'm looking to find secure my next opportunity now after I've secured a job and I've interviewed well I'm learning as well from the free cont maybe some paid content the next thing I'm do once I start that job is I'm going to identify the top five five salespeople at the company doing exactly the role I'm currently

doing and I'm not going to just see if I can pick their brain for a couple minutes you see what they want to see what advice they have because generally speaking when you walk in they tell you things like you just got to work hard you you got to have patience you have to have a good territory you got to have really high activity basically they tell you things generally speaking I find are pretty useless and don't actually help you get results fast so when I'm sitting down and having time with them what I'm actually

looking for is I want to identify a exact mental models behaviors and habits routines of what they do I want to know exactly what they do from the time they wake up the time they go to bed through the entire week quarter on quarter's end this helps me identify what they're actually prioritizing and how they think and as they're explaining why they make certain decisions I want to understand the why behind the decision this helps you learn mental Moss of thinking and making decisions regarding the actual role I would also uncover what would they do

different if with the knowledge they have now when they had to restart back over because reality is sometime when we talk to somebody these top reps what they're doing right now is very different than what they did when they first started so for example they might have far more pipeline now they have more history they have a book of business they have accounts that are actually working where if you're start off brand new you may not have that luxury so you want to uncover what they would do differently with the knowledge they have now as

well I would also hop on sales calls with them or get access to some of their gong recordings or sales call recordings for Discovery demo other parts of the process so I could see how they actually do things and why they do and I for identif I want to identify patterns as well if I can get them to show me their cadences their emails and how they write emails this will again help me build a stronger Foundation as a result now last but not least I'll would also have them walk me through the compensation plan

together here's the reality I find top sales people look at comp plans very differently than average reps like they understand a whole new way to actually maximize all the accelerators they can fully leverage that so for example I remember early on because I didn't know my conf well enough I remember the very first quarter in my role because I wasn't paying close attention to it I made a pretty good income pretty good commission but then when my manager actually walked through with me Hey listen Marcus you actually closed it was like some insignificant $100 something

just absolutely dumb he's you actually made like two the commission as a result and that was crazy for me to see because I didn't know my comp well enough at that time it actually cost me pretty much double that commission it cost me what my commission would have been at Double that actual amount so have that top person walk through the compl with you together now number four I would do is I would get in on the action fast meaning I would push to be getting on the phones running sales calls as fast as possible

generally speaking I find most companies they are delayed their salespeople from actually making calls having sales calls talking to customers talking to prospects until way deeper into the process sometimes it's Lally weeks or months later I don't like that personally I want to dive in as fast as possible because the longer it takes for me to learn the market to learn the ICP learn the pains the problems how they the impacts their business how our solution actually helps deliver for them the longer it takes for me to figure that out the longer it takes for

me to actually make money and to develop a skill to be successful but on top of that the longer it takes the more my confidence is going to go down and as we all know confidence is absolutely vital in any sales role so I work hard to influence my sales leader if they weren't already allow me go in the field early to let me start jumping onto calls making calls building lists building my own cadences and start taking action as fast as possible so I can start building Pipeline and learning and getting my teeth kicked

in and ultimately building my rejection muscle now number five I would do 10x activity if you've seen any of my other videos I don't like to harp the activity drum of making more calls sending more emails Etc however if I'm starting back over and have zero skills that also means I have zero experience as well so I don't know good I don't know great and what's going to be really vital for me is actually the repetition of muscle memory whatever number my boss is going to give me I want to raise that number by 10x

so for example if my boss say hey Marcus I want you to make 50 calls this week I would make 500 calls that week if you think about this it's not about necessarily trying to book more meetings is this gives me 450 more repetitions than everybody else so which will help me learn from it right as long as I keep a very tight feedback loop I'll learn from every failed call I can learn the objections I can learn the concerns I can learn the issues and I'll give you a really simple example in 2011 I

switch to a brand new company after being BB sales for over four years having success ET ET and I'm in a whole new company and again I convinced my boss to let me get on the phones early I convinced him to let me start making calls actually go in the field as well and one of the things we had to do as in addition to that was go in physical territory and meet with business in person right Cole call them live in person which is by way a whole different game you've never done before it's

uh very interesting very fun can be scar for some people you've never done before so anyways this is my first week on J I asked I said hey how many business should I walk into and he said I want you to walk into 50 I wanted to shoot for 500 right that point so I did my best I didn't walk into 500 but I ended up doing just over 300 businesses that week so I literally walked physically by foot into 300 businesses in the area and it was amazing because I learned so much as a

result I remember going to his office on Friday afternoon and knocking on the door and he just G him an update how the week was was he said hey Marcus how was those door knocks and I said uh pretty good he did you get 50 and I I don't think he's expecting me to get 50 because I think maybe most people just didn't do that or just did a crappy job I said yeah actually I did I got over 300 he he didn't he actually didn't believe me so I L went to my car and

had I had this in Nike shoe box and I pulled out over 300 card which I had organized categorized I show hey over 300 now again not all them are very good prospects I I was merily doing to get repetition in because I wanted to practice my Frameworks the objection I wanted to learn what the market was saying and that was amazing from getting Market Intel as well going back to if I'm starting off brand new with zero skills and I need to develop it I know I have willpower so I'm going to implement 10x

activity to the best my ability the next thing I do this ties into that piece of doing that 10x step activity which is I'm going to build a calendar that's going to be 90% IPA that's incom producing activities so mapping out what my routine is going to look like from the time I wake up to the time I go to bed so I have a really simple plan to follow I remember just being brand new and being lost like all the time not waking up making terrible decisions all throughout the day not knowing what I

should be doing guessing and making decisions on spot in the reality because I make decisions on spot most of them were not good decisions so for example if I'm in the field or if I'm I'm going to make calls it's so much easier let me just take a little break grab my phone start flipping through Tik Tok or Instagram and just before I know it two hours goes by versus if I have a really clear plan on exactly going to execute it's going be income producing activities it's far easier me say okay cool today I'm

going going take action on what's in my calendar from the time I wake up to the time I go to bed and especially early on because frankly I probably have zero appointments nothing really going on outside maybe anytime internal training this allows me to focus my energy on that 10x activity number seven in addition to all this as part of that routine is I would be practicing after hours I did this early on and this paid me dividends literally after hours I'm only rewriting my Frameworks my scripts and I'm practicing I'm role playing Just just

out loud literally standing in front of a mirror just like I'm practicing for a speech back in like high school or college I'm literally practicing over and over because I want to come through Butchery smooth and confident I know I can't always control what happens when I'm actually live from a prospect but I know I can control I can focus on the practice part so just like top athletes been 99% of their focus on practice and only 1% actually in the actual gain it's the same thing in sales as well so after hours I would

be practicing role play build Mastery so if you think about this if I have 10x activity throughout the week and then after hours I'm still practicing this is going to help me build muscle memory because of repetition and as we all know repetition is a father of Mastery and if I can get other colleagues to do with me or my spouse to do with me even better but ultimately my goal is I want to get more repetition in of building muscle memory I want to be instinctual if someone throws me a ball I know exactly

what to do if someone throws me an objection I know exactly what to say and if you if I only rely on just learning how to do that in front of a prospect I'm going to botch a lot of opportunities because reality is especially early on I know if I'm not going to be good at booking meetings the very few meetings I have I want to make sure I can show up give 100% I don't want to botch my opportunity especially if it's a 100% commission role the next thing I would do to help myself

make a 100K a year as fast as possible is I would reflect daily I would just write down my WIS of the day and my learnings from the day in fact I've been doing this now for almost 20 years I still do do this to this day and this is really powerful because this helps me recognize hey even if I didn't close a deal that day what did I do today that was a win it could be a micro win maybe it could be as simple as I had a plan and I stuck to my

plan that's going to build my confidence I know I could stick to my plan it could be I did my best executing some objection handling and even though it didn't go perfectly well I did my best right and what's really cool when you recognize these micro winds every single day they start stacking up every single day it adds to your confidence on top of that I'm going to write down my learning so if I learn something new or interesting I'm write down what do I learn today I can apply for tomorrow and by simply have

this very tight feedback loop for yourself this helps you identify what the right behaviors that you want to keep doing but also helps you identify maybe some of behaviors that you want to adjust or fix over time so that's a really powerful exercise that I still do to this day almost 20 years later now speaking of a tight feedback loop number nine I'm going to set up weekly one-on ones with my manager what's crazy is how many managers who don't actually set up one-on ones with their team unless their team really asks for it and

some of you might think that's a little bit strange but for me I want to have a very tight feedback loop because I simply don't know what I don't know and the reality is I can go back I can have a tight feedback myself but sometimes I'm simply not going to know if I'm doing something terrible so I would set up times with my manager every single week to discuss what I do what I could do better to set up time to have them go on sales calls with me so they can coach and guide

me and ask them for feedback like literally I would get on calls with them and even if they're one of those managers who just says oh great job on the call keep doing what you're doing that's not good enough I literally just ask them hey I appreciate that what could I do better on this call and just pause let them tell you and guide you and this is really important because again you don't know what you don't know and sometimes some leaders aren't really thinking about giving you feedback but when you help guide start thinking

this way this helps them provide you feedback so you can get better at your job I'll give you a really good example this is even years after I've been sales for years had success and I remember I was in the field my VP sales and went my very first call and of course I was a new rep at this time and I really wanted to impress him I was already a little nervous and stressed cuz VP is riding with me and so we're my car we're going different appointments I'm very first appointment and I go

through my process I can see it like things are moving very nicely and I One Call close it I'm excited like I'm really excited and we get done I ask him I'm like Ryan hey what did you think he said do that was awesome that was great that was a one call was absolutely incredible and before I can say what could I do better he's he was great he just told me there's one thing I could recommend for if you're open to I'm like sure what's up he's Hey listen early on you're going through the

process you're going through your Discovery and because the question you're asking literally they were salivating for the solution like literally salivating for the solution solution even though they're asking to see a solution you pretty much kind of force them to go through your sales process still of the whole proc like finishing the rest of the demo or finishing the rest of Discovery going through the rest of the demo going step by step systematically going through and yes obviously Clos them but I think we probably could have cut that sales call in half by adjusting on

the spot and that was a great just aha on the spot because I was so focused on trying to impress Ryan and show them that I knew how to sell an amazing selling process I was I didn't adapt on so that was a really great lesson for me hey sometime when the customer saying hey where do I sign we just got to pay pay close attention and follow through so that's why I love a tight feedback loop with your direct manager or different sales leaders because they can help guide you as well on top of

that if you have a weekly oneone with them they can review your pipeline with you they can review your numbers and they can help you see things that you may not be seeing as well so I know that's going to help me ultimately so there's no surprises at the end of the quarter or at the end of the year number 10 I'm going to micromanage my metrics by way these steps right here these are all things I'd be doing early on I wouldn't wait 3 months 6 months 12 months start I literally be doing this

from day Zero once I start that rle I'll be doing all these things so I'll start micromanaging my metrics so I will be literally reviewing tracking every step every conversion step in the process from Top the funnel all the way through the close this allows me to identify exactly where I'm at so I can start testing and making changes so I can actually improve the conver verion in my actual behavior and results as well now majority time be laggy metrics but this gives me an idea but what I can fix for the future as well

I'll do the same thing as well where I be Lally micromanaging my Pipeline and my commission so literally even to this day this is years L even for my own business I literally micromanage my own numbers every single day I look at my numbers so I know exactly where I stand so I can take the right actions for that day for that month for that quarter and for that year don't want to happen is I don't want 11 months to go by and suddenly realize oh shoot I'm only paying to make 55k for the year

at that point it's going to be very hard to actually make it up versus if I know exactly where I'm trending when I'm pacing I can take different actions today to change the outcome for the future number 11 the last thing I'll do is I'll start teaching others as I start to have success I have found that when you are teaching what you are consistently doing it helps you reinforce for yourself what you're doing it helps you actually do it better because it's forcing you to take something potentially more complex to break it down very

simply so I'll give you a really simple example I remember my first three months I almost got fired in sales eventually I started to figure out started having success the next three months I hit number one every single month and at that point my VP came to me and said hey Marcus we want to move you to another location want you to take these other two reps we want you to manage them but you all have the same title it's not a promotion but your job is to get those people ramped up and get them

up to speed and if you do a really good job then we'll promote you I asked I got more pay they said no and on top of that I had rebuild my Pipeline and everything else now here what's really cool though so I decided to take over that opportunity because again I'm about lording and not earning and went over there and I was having some success as I mentioned but it wasn't fully fledged out but by by being put in position where I had to teach other people it forced me to learn how to explain

and teach what I was doing as the time when I buil my first sales Playbook cuz I had to teach other people how to do outbound how to co call how to call email how to follow how to run sales calls and because of that it forced me to have to simplify it down even more so someone else that didn't know sales could figure it out so that's why this step is so important because as you're starting to have success and you're starting to figure it out by teaching other people can help reinforce what you

have in your mind as well so there you have it by doing these 11 things consistently I have zero doubt I'd make well over $100,000 a year if not more and obviously opportunity is literally good I can make far more as a result as my skills increase here's the cool part I know based off past history by delivering results quickly it opens more doors for larger compensation promotions equity and so much more it's how I was able to go from broke to averaging over $600,000 a year in B2B sales now if you want the exact

selling system that helped me average over 600k a year in sales I give it all way in my program sales accelerator Labs below and you can get over $122,000 in gifts just for signing up now if you want to see what the high paying sales opportunities are out there I'll see you this next video right here