Salespeople and leaders alike have access to great tech to simplify and streamline their processes. Tech, however, isn’t everything – if a seller isn’t spending much time selling, they’re still not going to hit quotas. In this episode, your host Donald Kelly talks with Tiffani Bova about shaping the employee experience to drive success.
The Connection Between Employees and Growth
- Employees drive revenue.
- Even though powerful tech is out there to help you sell, a salesperson only spends 28% of their time selling and 54% of salespeople miss quotas.
- If sales reps don’t have the right tools and spend all their time doing administrative work, they’re not providing an excellent customer experience.
- Salespeople aren’t in control of the pitfalls in their tech, but they can help sales leaders understand what isn’t working.
The Employee Journey
- A lot of energy is often put into improving the buyer’s journey. But the salesperson’s journey needs to match.
- The more back-end work the employee has to do per each step of the buyer’s journey, the lower their job satisfaction will be.
- Identify the steps in the seller’s process, and ask if things can be automated, streamlined, or eliminated.
Getting Promoted vs. Showing Leadership
- The higher up you get promoted, the more long-term you should be setting your sights. The C-suite should not be focusing on the day-to-day.
- Great sellers get promoted, but selling and managing are two different skills.
- Engage with employees about what their struggles and needs are. Try to offer solutions, and if you can’t, at least you’re aware of the situation.
- This episode is brought to you in part by TSE Sales Foundation.
I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.
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