if you want to systematically earn $100,000 commission checks hit your annual quota in four month while selling authentically I want to introduce to my client Joe morasco to exactly that keep watching and enjoy hey what's going on I'm Marcus shant here I'm excited of Joe here on the call one more clients he's absolutely crushing it Joe do you want to introduce yourself who you are and what you do yeah absolutely so my name is Joe morasco I am based in Denver Colorado I'm an account executive with Salesforce specifically on the new logo side of our
business so my job to bring customers or perspective customers onto the platform for the first time and then I work with them for the remainder of the year so yeah nice to be here yeah I'm I'm pumped to have you here man so before we started working together what were you struggling what were some of the challenges you were already into yeah so at the end of last year you know we started in January February time frame I was starting to find some success in my role but really couldn't pinpoint why and didn't necessarily have
kind of a method that I could lean on and then grow with throughout this year and that's ultimately what led me to conversations with you I was looking for more structure looking for more ways to sustain the success that I was having and then ultimately grow even further Beyond where I was at the beginning of the year I I love that and I think it's cool because you you're start to kind of figure out the role you had a little bit of success and for some people they're like I'm going to keep riding this train
but you were like I want to take to the next level what do you think trigger that for you personally to get you to that point I think um at least in like the new logo space early at bats are few and far between so I was having some success and and closing some deals executing decently but you know my pipeline wasn't where I wanted it to be and when I looked at the potential this year had for me as a whole I wasn't satisfied because I have and had very big goals for this year
and really just wanted to feel like I was putting myself in the best possible position to hit those goals so that when we Circle back at the end of January I could look back at this year and really just know I put my best foot forward I love that I love that so when you're looking at programs why' you choose you know my program specifically over any other program out there I think for me a lot of it really had to do with structure as we had our conversations the resources that you put together and
provide folks really enable us to become very organized become very efficient create kind of that true method if you will and then pairing that with weekly interactions with like-minded individuals being able to go directly to you for feedback with questions during those calls I think it was very very valuable and it was clear that as the this first Venture into sales coaching and sales programs this was the right step for me I I love that how long did it take for you see any type of results honestly I would say pretty immediate and where I
would kind of Define results was really in my organizational abilities some of the documentation and just guides that you provide immediately upon day one are things that can be taken and used uh or replicated or kind of tailored to one's needs and I started to do that immediately and still are using those same documents and spreadsheets and things that you've provided us throughout my day-to-day and weekly and monthly look backs I love that keep using them because literally I mean I've been in the field and you car them back for years now I still use
those tools you know because I haven't found anything better I'm like this just works right so for you I love you got pretty fast result even from being an or organized uh piece uh for you to earn back your initial investment but how long that take yeah probably maybe 60 days or less probably less than that even the way that I'm calculating the ROI and how quickly I was able to earn back that investment is based on different aspects of how I was efficiently structuring my deals and how we were able to bring certain deals
to closure my much faster than I would have in previous Cycles so I would say that 30 to 60 day Mark for me personally and I I think the investment was more than Justified yeah I love that and you cheat a lot of really cool things I'll get your messages I'm like oh awesome but for you what some the proudest outcomes you've seen so far yeah this year has been full of them and and very grateful and thankful for that I would say hitting my annual Target earliest with within our segment I think after five
months or four months was incredible backto back 100K commission checks was pretty insane too that's never happened in my life and you know who's to say it'll happen again but I I think foundationally there's no reason why it can't be replicated throughout this year and the rest of my career yeah I love that you're get in the results and what's crazy is when you send me the stack rankings I think even the number two person and you were like 3 4X ahead of them right it was a pretty drastic look on the bar graph is
that is that right yeah yeah it's it's gotten a little a little tighter now but the pacing the B the pacing still there so I uh we set out this target between myself and my first line and second line leaders this year to do a million in ACV on a quota of 4308 I have high expectations of myself right now now we're pacing more towards 1.5 and I couldn't be more thrilled to be in a position to sit here have this conversation with you but also strong backing internally and the results kind of are Testament
to the trust that people have put into me since early in this year yeah that's amazing man as you reflect back how do you think your life change in as a result of achieving some of these things how do you feel now that's a great call it's it's funny mentioned that I am mentoring a couple reps on our team right now and one of the Reps just talked to him today he closed another deal he has like I want to say like maybe 50k in on the quarter already and we're 20 days into the quarter
and I think he's been with Salesforce for maybe two or three months so he's ramping fast and I said to him you know something I remember feeling myself those early wins just provide breathing room and then there's less pressure and you get to sell I think in a more natural way a more way that like reflects your own personality that is the biggest difference for me you know February 1 first day of the year for us to today I feel very authentic in the way that I speak with customers prospects and ultimately sell it's much
more consultative versus trying to fill a gap and that's probably the biggest difference at least from the work side of things from a personal side of things whoever said money can't solve problems is at least not understanding a part of the truth there because I do think there's just a level of breathability also in your personal life that comes with some of the success and being able to just provide certain things for my kids that maybe I wasn't able to provided before also recently engaged a lot of things are the evidence and the outcomes of
those inputs throughout the year congrats man I think it's absolutely incredible I think about our initial conversation how you're feeling to who you are now months later I mean it's like a 180 right that's pretty crazy if you think back if what do you think you would be right now if you had not taking action during the program if you were one of those people like H I don't know if I want to book a call I'm just not going to do I can figure out my own if he' done that instead where do you
think you be right now I think the drive has been there for me the ambition has been there I think I would have continued in circles or going down a ton of different trial and error paths um where that changes or where that differs today is just like we talked about it it's just a structure piece I think a foundational outline of how I tackle each and every deal there's going to be variables but there's also going to be a lot of repeatable steps and tasks that I will do will continue to do being able
to avoid running in circles being able to avoid making more mistakes in order to find the truths and fast forwarding to the correct path in an earlier way is probably the biggest differentiator I love that so if there was someone that was watching this and was a little bit on the fence about you know join the program what would you say to someone like that I think you have to invest in yourself and taking this step and just getting into a program period year program is great and I think has solved a lot of needs
for me but it's taking that initial step you know taking the risk it pays off more than tenfold in the end and just do it really as if we were Phil Knight or something like that take that step I love it a little Nike reference there cool brother anything else you want to share before you wrap up just again grateful thankful appreciate all the insights that you provide I will say for anyone considering coaching too you've been an open book which is great you can bounce messages off of you ideas off of you whether that's
responses just through direct message or taking those questions directly into those weekly sessions I think there's just been a a ton of very insightful feedback that I've received and and I'm sure others receive on a daily and weekly basis so if anybody is you know thinking about what else do you get out of a program like that I mean you have access to someone who has been through it all uh effectively 247 and it's nice to just have that in addition to all of the the guidance and the coursework and those weekly calls and things
like that awesome man I appreciate you you keep crushing man I'm excited for the rest of this year for you and and even years Beyond this I know you'll keep compounding success appreciate it thank you if you enjoyed this interview and you are interested in having a systematic approach to sales that gets insane results like becom the number one rep at your company like Joe go and put a Time below see if we can help you too thank you so much for watching
