This is Part Two of Sales from the Street with Andy Paul who graced our show last week and talked about different strategies for lead generation.
Today, he talks primarily about what sales managers can do to be able to cater to sellers using the unique strengths of people in their team.
Here are the highlights of my conversation with Andy:
Dealing with scripts:
- Process-driven versus flexibility
- An issue on quantity versus quality
- At the end of the day, it’s still a person talking to a person
- Take advantage of the strengths of people in your team.
Strategies for managers:
- Coach your people.
Your first job is to coach your people because your success is completely dependent on their success.
- Manage the people, not the metrics.
It’s all about managing your people to make them more effective so their metrics improve.
Andy’s Major Takeaway:
Play to your strengths. Automation is good but these processes and tools don’t actually take the place of actual selling. Get yourself in a position where you can play to win.
Check out Andy Paul’s podcast Accelerate!
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