TRANSCRIPTION 🔗
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The Surviving Athlete Sales podcast, hosted by Michael Kelly, presented by Sales Builder Academy.
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The goal is to survive in nominative and outside sales.
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Whether you're getting in, nominating, or getting out.
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Surviving outside sales.
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The Surviving Outside Sales Podcast.
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I'm your host, Mike O'Kelly.
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Coming to you live from the great state of South Carolina, the new place that I call home and my family calls home.
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We love it down here in South Carolina.
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It is a stone's throw away from my old home, Charlotte, North Carolina, about 30 minutes away, just across the state line.
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But I tell you what, for some reason, the sunlight is just brighter down here.
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Absolutely love the transition and change in my family's life.
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I feel like it has re-invigorated me and kind of rejuvenated me.
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I've been in Charlotte for more than two decades, and it did feel a little bit stale.
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And it's very exciting to meet new people, have new business opportunities, and just kind of had feel like I have a fresh start.
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And so I want you to kind of piggyback on what I just said about fresh start.
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And I think I think that for the most part, most sales professionals are going to need that coming up, starting right now.
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Q4 2026, I believe, is going to kick off a two to three year time period where you're going to have to reinvent yourself.
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You're going to have to change what you've done.
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The same old, same old isn't going to work.
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And what I mean by that is effort.
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I think it is less about the volume of just getting out there.
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In fact, I was having it, I was having coffee with a VP of sales probably about four weeks ago.
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And I remember sitting there and saying and asking, you know, what is changed?
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What is different?
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And number one was access.
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I said, okay, how has that changed your onboarding?
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And he kind of looked at me and he said, Well, we still do the same onboarding.
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And I said, Okay, well, the environment has changed.
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Your buyers have changed their access habits.
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Have you guys adjusted or have you thought about adjusting to that change?
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He said, You know what?
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We haven't thought of that.
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That's interesting.
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And I said, Yeah, it's it's a whole new world.
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You can't pretend like it's 2016 and you can just waltz into any business and get a meeting and you know, say the same things.
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You it just doesn't happen.
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So I I spend most of my days not reinventing, but just retuning and resetting a lot of expectations, a lot of processes.
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I take a look at everything that that happens, and I I tell you that every six months I dump out the bucket.
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I I'm new, I'm now doing it every three months.
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I have to.
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Every three months I dump out my bag, I dump out my bucket, and I take a look at the business, I take a look at my businesses, I take a look at the resources, what I'm using.
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And if I have to make changes, I have to make changes, even if they're painful.
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Short-term pain, long-term gain.
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And I've gone through some pain in the last three to four months.
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Absolute pain.
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It is moving your family with little kids that is that you have businesses and everything tied to it, moving to another state.
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I finally got my driver's licenses, my titles, my insurance, my registration, dealing with the DMV, the insurance papers, everything that has to do with the house, moving all of the everything, everything.
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You have no idea how many pieces of mail that you get routinely.
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You got to go in and change the address.
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And on top of that, my credit card was compromised.
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So the credit card that was attached to all my business dealings was compromised, had to cancel it.
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And I did not get a new one for several days.
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And in those several days, a lot of my back end stuff was due.
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And so my websites were down for a couple days.
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My podcast was down for a couple days.
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Various things were down for a couple days.
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So trust me, when I tell you that I have to constantly feel like I have to, you know, reset, it's not just a catchy slogan or a euphemism, but that happens in business.
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It happens.
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I I had a great consistent period from you know 2023 to 2025.
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Like mid-2025 was pretty consistent for most of the businesses.
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It was, I wouldn't say an autopilot, but it was
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just very consistent.
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Kind of knew where it was, knew what we had to do, we just had to go out and execute.
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2026.
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Excuse me.
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2026 has been a beast.
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So many things have changed.
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The kicking down of the front door of business that AI did at the beginning of 2026, I know AI has been around for a while, but really in February, most people that I talked to were on AI using AI on a daily basis.
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Companies were letting people go, they were building AI agents.
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AI was everywhere.
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And then over the summer, it kind of felt like talking to executives and talking to some of my clients that AI really wasn't doing the work that they thought it was going to do because there's no there's no human touch.
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And I believe, especially in the sales world, outside sales, especially, you have to have human beings.
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So AI is never going to come for the industry, but it will come for jobs.
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It'll take away a lot of the inefficiencies that happen right now.
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And the number one inefficiency is companies are still under the belief that you should just have these massive territories and you should just drive around in your car aimlessly all day trying to knock on doors and trying to get face-to-face meetings.
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The moment that those companies realize that it can be more efficient to have targeted meetings that are buying meetings.
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So, in other words, you use technology to get them the information they need, the back and forth, be in multiple places at the same time.
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Instead of having hundreds or thousands of people knocking on doors every single day, once companies realize that that's the future, a lot of the industry is going to contract.
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Now, the great news is industries never contract on the talented ones, on the ones that are performing.
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They usually contract on the ones that are doing the bare minimum.
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And so the the threshold is not doing the bare minimum, but it's figuring out how to be greater than the average, be greater than the norm.
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And it's a phrase, you know, brand and standards.
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So one of the things that I talk to my clients right now is the brand and standards.
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When you walk in a room, you need to be elevated.
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Now it doesn't mean a self-elevation, it just means you have to be better than anybody that they have met.
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You have to give them that perception.
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You have to have that air of confidence that you know exactly what to do, what to say, when to say it, and how to get the job done.
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You're the person, not somebody else.
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Because guess what?
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If they decide you're not the person, they're going with somebody else.
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And right now, Q4 of 2026, and I would say for the next year and a half, there's going to be a massive shakeup in the sales world.
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Companies are going to start to look and say, hey, I mean, it already happens in a lot of big companies.
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They look and they say, Well, what's our biggest expense?
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Well, it's our outside sales team.
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Let's get rid of them.
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Let's cut them in half.
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That's the answer for the bean counters, the people that can prop up the share price.
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And who's left holding the bag?
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The sales rep.
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The person out in the field.
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You know who's not holding the bag?
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The sales pro.
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And that's what I implore everybody listening right now.
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I implore you.
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I implore you to build the career to be a sales pro, not a sales rep.
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You're not repping a product.
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You're an independent consultant.
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And I know you're not a 1099, but you're an independent consultant working for a company, and your brand and your standard has to elevate above the rest, elevate above the crowd.
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That means you need to be memorable.
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That means you need to be prepared.
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And they need to think, wow, you know what?
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This person, you know, Mike knows more than I know in this given situation.
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I need whenever I have a problem, I need to call Mike.
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That is what is going to help in 2026 because what's also happening simultaneously is a level of protectionism that usually comes around every six to ten years.
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It did happen right after the pandemic, artificially, but naturally things happen.
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Industries contract, industries grow.
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When they boom, it's fantastic.
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Giving an example.
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The real estate market here in the Southeast, North Carolina, South Carolina.
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Three years ago, if you had a broker's license, you could have sold a home.
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In fact, the sales numbers were off the charts.
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Now all of a sudden, there is more inventory sitting on the market than normal.
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Interest rates are going up, and interest rates are going to continue to go up.
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There's a rumor that's going to go up to about 8%.
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That means a lot of real estate agents, realtors, are going to be left out in the cold.
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What type are we talking about?
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The ones that don't have a pipeline, the ones that don't have a brand, the ones that don't have the standards, the ones that maybe didn't act as professional as they could have during certain open houses or certain client meetings.
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But it happens.
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There's going to be a massive contraction.
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But the contraction happens with the sales professionals.
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I'm sorry, sales reps.
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The sales reps at the bottom.
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There's a lot of people that just do the bare minimum.
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They do just enough to get by to not get fired so that they can continue getting a paycheck.
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No matter what industry you go in, in my in my experience, it is in the 20 now 26 years in business, it is there's always people just looking to just make a paycheck.
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That's they don't care about the mission of the company.
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They don't care about the clients, they just want the money.
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That's all it's about.
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You pay me so I can go watch sports, go watch movies, hang out with friends, go on vacations.
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That's it.
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Your job sustains my life.
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And in exchange, I will give you 40 hours a week.
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Those type of people in the sales environment, those type of people in the sales industry, they're gone.
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They're out the door.
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Please don't be one of them.
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That means you have to elevate your education, you have to elevate your skill set, you have to build processes, systems, be consistent.
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And you have to be the person that's irreplaceable, unfirable, or somebody that another company wants to steal.
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You go out to a conference, you go meet somebody, and they said, Wow, we need that person to work for our organization.
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That is your goal.
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That is not going to happen with you simply putting in your 40 hours a week with your company.
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It all happens behind closed doors on your free time.
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So the question is, are you going to be prepared for the next year and a half of bloodshed?
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Because I'm not sugarcoating it.
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It's going to be bad.
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You're going to start seeing it on LinkedIn.
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You're going to start seeing companies start laying people off left and right.
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It's going to happen.
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How do you insulate yourself from that?
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So you don't have to stress out about it.
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Because here's the deal.
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Let's say, for instance, you do work at a company and you do get laid off, and the sales team is let go.
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Guess what?
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You're going to get scooped up pretty quickly.
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That's happened to me.
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I've had three sales divisions shut down when I was there.
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Two from acquisition and one from a bankruptcy.
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I got hired pretty quick after that.
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That is the goal.
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Instead of just focusing on, okay, well, how can I do my job to the best of the ability?
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Yes, you want to do your job to the best of ability, but you really want to do three things.
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Do your job to the best of the ability, make as much money as possible.
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But number three, set yourself up for your career trajectory.
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It's not just about today in 2026.
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It's about what type of role, what type of career, what type of trajectory are you on for the next five to 10 years?
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And all three of those things you need to be working on concurrently.
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Your company only pays you really for one.
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They don't care how much money you make, they care how much money you make them.
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So how are you going to do this?
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You got to invest in yourself.
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Go to conferences.
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There are sales conferences all the time.
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Self-servingly, do sales coaching.
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I offer sales coaching.
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I'm taking on new clients starting in November 1st for a two-month sprint.
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If you're interested or you know somebody that'd be interested in a two-month sprint starting November 1st, have them reach out to me.
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Mike at Surviving Outside Sales, reach out to me on LinkedIn.
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No
matter what I've done, that is the best way to get in touch with me.
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Still, is DM me on LinkedIn or shoot me an email.
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For some reason, I don't know why, but that is just the easiest.
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And for some reason, that's what people do.
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DM me on LinkedIn, connect with me, and DM me on LinkedIn, or shoot me an email, mike at survivingoutsides.com.
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If you are interested in protecting yourself, starting to build that foundation that you can build upon to being the ultimate sales professional.
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But you know what?
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Hey, if it's not with me, please go somewhere.
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Go somewhere.
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You're listening to the podcast right now.
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So hopefully you've consumed enough and you're like, you know what?
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I think Mike can get me there.
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I've had lots of students have lots of success, and I love helping sales professionals live out the life of their dreams.
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But you gotta do it.
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There's no excuse in 2026 for you not to invest in yourself in some way, shape, or form.
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Because just remember, you're asking your buyers to invest in whatever you're trying to sell.
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You don't want to be a hypocrite.
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If you're asking them to invest, you need to invest in you.
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Not for your company, but for you.
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Thanks for everybody who's been listening.
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If you again reach out to me if you have any questions, you know, share this with a friend.
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Have conversations.
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Build your circle with other like-minded individuals.
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People that are talking about business, people are talking about AI, people are talking about elevating themselves.
00:15:51.120 --> 00:15:57.039
I was talking with a client the other day, and I said, you know what, I really don't watch sports anymore.
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I'm a I was a huge sports guy.
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I used to watch sports all the time.
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I used to sit down.
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And it's gotten so it's gotten so noticeable.
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My wife asked me.
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She kind of came outside on Saturday and she said, Hey, are you gonna come in and watch football?
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And I said, No, I got stuff to do outside.
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At the new house, I was pressure washing the hardscape outside.
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Took me about four hours.
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I
only finished two-thirds of it.
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It's pretty big.
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And uh I was very, very gross and very mossy.
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I had a lot of work to do, so I still have to do this weekend.
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And I also did yard work, did trimming, edging, cleaned out the garage, and I didn't watch a single down of football till about 4 p.m.
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And at that point, I kind of was it just was on.
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I really didn't care.
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And she said, you know, my wife said, Why are you why you used to watch sports all the time?
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Every Saturday, every Sunday, you'd kind of sit down and I said, I'm just not as interested anymore.
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There's so many more important things in life.
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And so I just say that to, you know, I never thought I was gonna be the guy that really could care, you know, couldn't care less about sports.
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I could not care less about sports.
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If there's a big game, Super Bowl, NBA finals game, yeah, I'll watch it.
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But the casual August doubleheader on a Sunday, baseball, yeah, I'm not tuning in.
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You know, my commanders were my commanders were on TV, and I said, that's okay, I'm just gonna go to church.
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I'd rather go to church than watch another football game.
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I've watched tens of thousands of sporting events in my life.
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I've watched thousands of them live in person.
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I'm good.
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I'm not gonna see a lot that I haven't seen before.
00:17:36.480 --> 00:17:46.000
And so I also am recommitted to three hours of professional and personal education and growth on Sundays.
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Reading, studying, learning new things that I didn't know about.
00:17:53.119 --> 00:17:57.039
And I suggest you do the same thing, regardless of what it is.
00:17:57.279 --> 00:18:02.960
But if you want my help, like I said, I'm doing a two-month sprint, a Q4 two-month sprint in November.
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You can email me and then set up a call to discuss what that means, what that entails, what's expected of my clients, because I do expect my clients to put in the work.
00:18:13.680 --> 00:18:21.519
It's not me just hopping on calls and and talking and then utilizing the online course.
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That's not it.
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It's a lot more than that.
00:18:24.319 --> 00:18:26.799
So reach out if you have any questions.
00:18:27.039 --> 00:18:28.319
Look forward to seeing you next time.
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Thank you so much.
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Everybody's been downloading.
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We're we've now surviving outside sales has been downloaded in 47 countries.
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And the fastest growing has been Asia.
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So the software that I use doesn't tell me who in Asia, it just gives me the continent.
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And then I get the raw numbers as far as countries and continents.
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But it Asia in the last two weeks has downloaded 2500, 2,500 downloads in the last, I'm sorry, last month.
00:18:58.160 --> 00:19:00.240
2,500 downloads just from Asia.
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So thank you.
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All the people.
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Western Europe has started to increase as well.
00:19:07.359 --> 00:19:10.079
Or Eastern, yeah, Western Europe has increased as well.
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Western or Western Europe and Asia are the two largest growth.
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Uh, it's not the United States anymore, it's Western Europe and Asia.
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So howdy to you in uh Asia listening and Western Europe, you know, shoot me in shoot me a message on LinkedIn.
00:19:26.559 --> 00:19:28.480
Mike O'Kelly, Surviving Outside Sales.
00:19:28.640 --> 00:19:29.200
Shoot me a message.
00:19:29.279 --> 00:19:30.960
Let me know where you're listening from.
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And any topics that you would like to have me discuss.
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I again, I talk about things that I see happening in this in the business world, in the sales world.
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When I talk to senior leaders across the country, I have lots of friends.
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I was on a Zoom call last night with two business, with two business owners who were telling me what they're up against and what the market is up against, and things that things that need they need and things that can assist them.
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So that's what I spend most of my time is on the phone with business owners, with sales professionals, with executives, talking about business, discussing business, the environment of what's happening right now and how to combat that so that you have a leg up, you have a you have a fighting chance to dominate your market.
00:20:19.279 --> 00:20:25.920
Because again, it's that's the second part of surviving outside sales is get in, dominate, and get out.
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So for next time, we'll see you from sunny South Carolina.
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Thank you for listening.
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Cheers.