122: Mark Wigginton – Focusing on Results

Guest: Mark Wigginton

 

Guest Bio:

Mark Wigginton is a seasoned coach, consultant, and strategy advisor with over 30 years of sales expertise. As the founder of Focusing On Results, Mark combines deep insights into human behavior with actionable strategies to help his clients achieve personal and professional growth.

Since 2001, he’s worked as a coach and consultant to business development executives and teams, helping business professionals clarify goals, strengthen teams, and cultivate their growth.

His many years in sales taught him the power of focused goal-setting and resilience, lessons that are integral to his coaching approach today.

In addition to his professional accomplishments, his personal journey reflects his dedication to personal growth and achievement. Starting as a “couch slouch,” at 45, he transformed his life through disciplined goal-setting, ultimately completing 18 marathons and an Ironman triathlon.

This personal experience helps him deeply understand and support clients on their own transformation journeys.

 

Key Points:

Career Journey and Sales Training:

Mark's career evolved in three phases—starting with technology sales, transitioning to community mental health, and later working as a management consultant, sales trainer, and coach. His early sales training emphasized customer focus, earning the right to advance in sales, and persuasive involvement. His work as a counselor taught him the importance of listening and focusing on the customer’s needs, skills he later integrated into his sales approach.

 

Ironman and Marathon Experience:

Mark’s late start in endurance sports (running and triathlons) at 45 helped him develop discipline, which he applied to sales, emphasizing the importance of goal setting, consistency, and incremental progress.

 

Goal Setting Framework:

Mark advocates for breaking down larger goals into smaller, achievable steps, using the ABCs of goal setting: Accept reality, focus on the basics, and maintain consistency. This applies to both athletic training and sales.

 

Sales Goal Setting for Teams:

Mark emphasizes the importance of empowering salespeople to set their own goals, which leads to higher motivation and ownership. Managers should involve their team members in the goal-setting process to achieve better results.

 

Customer Focus and Communication:

Salespeople must adapt their messages to the right audience within an organization—senior leaders versus operations staff—ensuring relevancy to each group's needs.

 

Guest Links: 

Free downloadable tools: www.focusingonresults.com

 

 

 

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