Tag Archives for " Sales Leaders "

Deb Calvert, Stop Selling and Start Leading, The Sales Evangelist

TSE 763: Stop Selling & Start Leading Movement

Are you just selling or are you leading? During this interview, Deb Calvert shares with us why the movement of becoming leaders in the eyes of our prospects is so critical. Listen and learn why and how we should do this.

Deb is an activist in the sales arena, specifically around the idea that we have to stop selling, and start leading. Today, she lays out the blueprint if you want to be successful in selling.

Here are the highlights of my conversation with Deb:

What is the Stop Selling and Start Leading Movement?

Leadership behaviors get you in the door. They make you stand out to buyers. They help you close more sales.

Bad Selling Habits:

They tend to adopt behaviors that make them seem pushy and obnoxious. It makes them seem selfish,  greedy, and money-motivated exclusively. It also makes them seem that they don’t listen well.

Leaders influence, inspire, and guide people to an exciting new place full of possibilities.

5 Practices of Exemplary Leadership

1. Model the Way

You set the example. You’re credible.  You know what you’re values are. And you align your actions accordingly with your values. You are consistent and predictable because people know what you stand for and they believe in you.

2. Inspire Shared Vision

Leaders breathe life into a vision. But it’s not only their own vision, it’s shared. It’s something that others have participated in. They struggle to make that vision into a reality because they believe in it so powerfully.

3. Challenge the Process

This means being restless. Leaders always ask what’s new, what’s next. They’re afraid to innovate and experiment and take some risks. They challenge themselves and others to look at things in different ways. They look at the bigger picture and not just getting mired in the status quo.

4. Enable Others to Act

Leaders collaborate with people. They dignify their decisions and listen really well to make sure they’re together and understand what they’re looking to do. Leaders allow people to contribute. They don’t just do work by themselves.

5. Encourage the Heart

Leaders pour courage into someone’s heart. They celebrate and share the victories and values they recognize. And when the going gets tough, they’re right there to support and encourage.

How to Be Credible and Build Trust:

DWYSYWD – Do What You Say You Will Do!

Deb’s DISCOVER Questions:

1. Buyer wants sellers to answer their questions in a timely and relevant manner.

2. Buyers want a two-way dialogue. They want sellers to ask them questions that makes them participate in creating what they want so they can share insights and put their imprint on solutions sellers will later offer.

Deb’s Major Takeaway:

Leadership is not the same as management. It’s not reserved for an exclusive few with certain characteristics.

Leadership is for everybody. It’s nothing more than choosing a certain set of behaviors that help you to be more influential and allows you to guide other people that cause other people to willingly choose to follow you.

Leadership is easy access for anybody who will choose to step into their full potential as a leader and liberate the leader inside themselves.

Episode Resources:

Get to know more about Deb on @PeopleFirstPS and Stop Selling Start Leading.com

Check out her book, Stop Selling, Start Leading

Check out the TSE Hustler’s League.

Sales Leader, Kevin F. Davis, Donald Kelly, The Sales Evangelist Podcast

TSE 568: The Sales Manager’s Guide To Greatness!

Sales Leader, Kevin F. Davis, Donald Kelly, The Sales Evangelist PodcastYou may have been an A-player salesperson or you still are, but that doesn’t necessarily make you an A-player sales manager. Recognizing the difference is one problem. Mastering the skill sets of sales management is another.

Our guest today is Kevin F. Davis, author of the book The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top and he’s going to teach us what you can do to guide your team to greatness.

Kevin worked his way up in sales until becoming a general manager. He had the opportunity to train and coach about 250 sales people and directly managed sales teams as well as sales managers. He then founded TopLine Leadership, Inc. where they deliver sales coaching and leadership workshops to corporate clients and groups of sales managers in the last 27 years. Kevin has also written two other sales books, Getting Into Your Customer’s Head and Slow Down, Sell Faster!

First off, check out the Summit on Content Marketing on May 22 – June 02, 2017. Joined by over 100 speakers, including me, Donald Kelly) and I will be talking about bots and messengers as an effective avenue to qualify more leads.

Here are the highlights of my conversation with Kevin:

Why Kevin wrote his new book:

  • There aren’t that many books specifically on managing salespeople effectively and he saw that void in that marketplace his book could help to resolve.
  • He wrote it to solve the most pressing problems sales managers encounter and be able to provide them with the practical set of skills, strategies, and tools they can use to take their team to the top.
  • Up to 80% of all sales managers don’t receive the training they need to be successful (either they don’t get any training or the training they get doesn’t solve the specific problems they have)

The number one problem of sales managers: “I don’t have enough time.”

Managers have to read 200 emails and spend two hours or more a day just looking at their computer screens. They are too overwhelmed by all the distractions that they no longer have the time to coach their salespeople.

The Self-Serving Bias

Most salespeople think they’re better than they actually are. We tend to overestimate our capabilities and we underestimate our weaknesses.

Apply this to a sales team and if you have salespeople thinking they’re better than they are and don’t fully appreciate the mistakes they may be making in working opportunities, they would not know they’re making those mistakes and they make more of them.

Unfortunately, salespeople are getting a lot less feedback on what works and what doesn’t. And what managers tend to do is sit back and wait for a sales rep to come to them and ask questions. So keep coaching your people. Don’t sit back and wait. Be proactive and coach them the entire sales process.

“The most salespeople in your team who are the least needy of you are probably the people who need and benefit from your coaching the most.”

Great salespeople don’t make great sales managers.

According to Kevin, a great sales rep who has mastered in their sales role inhibits that individual’s success as a sales manager.

As sellers, we love to take charge of a situation and work it through to have a successful outcome. Whereas, when you move into a sales management role the biases for action and decisiveness can lead us jumping into the conversation of a rep we’re coaching and their client.

This sends a message to everybody that you don’t trust your sales rep. This destroys any opportunity for valuable coaching following that meeting.

“The sales people that report to you are your Number One customers so you should care most about how they’re effective.”

From Being Task-Oriented to People-Oriented

Kevin believes that one attribute of a great sales leader is recognizing the importance of switching from focusing on tasks to teams

Focus on the people side and when you’re involved in projects, reach out and connect with people on a personal basis. Make sure they are with you and what you’re trying to do. Don’t be too task-oriented that you’re forgetting about the people component.

In Kevin’s book, he mentioned the story he read about Beth Comstock, who is currently the vice-chairman at General Electric, which is an example of how important focusing on people versus tasks is which is something she’s still working on up until today.

Understanding the Buying Cycle

Kevin says the sales forecast is a misnomer in that it should be a buying forecast. Understand the customer’s buying process to maximize the sale. How buyers buy is different than how most salespeople sell.

One of the biggest problems in sales is a sales rep selling too fast and moving too quickly. Kevin has tackled this in his book, Slow Down, Sell Faster!

Being “buying process”-focused improves the accuracy of your forecasts and takes the guess work out of sales. Asking better questions is key. What are their buying criteria in order of priority?

Kevin’s Major Takeaway:

Understand that managing and leading salespeople requires a completely different set of skills from selling. There’s a misconception that an A player sales rep will make an A player sales manager. Both jobs are completely different. Therefore, set a goal to become as masterful at sales management leadership as you are selling.

Episode Resources:

Connect with Kevin on his website, www.kevinfdavis.com and follow him on Twitter @kevinfdavis and LinkedIn.

Kevin’s books:

The Sales Manager’s Guide to Greatness by Kevin F. Davis

Getting Into Your Customer’s Head

Slow Down, Sell Faster!

TopLine Leadership, Inc.

Beth Comstock’s blog post, Best Advice: What I Learned from Jack Welch Hanging Up on Me

Check out the Summit on Content Marketing on May 22 – June 02, 2017. Joined by over 100 speakers, including me, Donald Kelly 🙂 and I will be talking about bots and messengers as an effective avenue to qualify more leads.

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Donald Kelly

TSE 529: Sales From The Street-“Confidence from Coaching”

Donald Kelly On today’s episode, my wife, Cristina, is joining me to facilitate this show while I take on the guest role as I speak about the sales struggles I had. We actually had a recent conversation on some of the struggles I had with sales so we decided to bring it here on the show.

Main challenges I faced:

  • CONFIDENCE in what I was selling and talking to people
  • Fear of taking action
  • Fear of asking appropriate questions without offending people

Strategies I used to overcome these challenges:

  1. Ongoing training

Sales training can only get you so far, it’s important to sustain all the things you learned by joining a group of like-minded people. This helped me refine my skills and this is why I created the TSE Hustler’s League because the key is consistent, ongoing training.

  1. Coaching

Coaching and training are two different things. Training is more of telling, while coaching is more of guiding and encouraging. It involves asking the appropriate questions to help people learn and think about ways they can act and perform as opposed to telling them all the answers.

Benefits of coaches:

  • They guide you along the path.
  • They serve as your accountability partner so you can have actionable things to implement.

Results I gained from doing these strategies:

As I got into the software space, I started closing $30,000 deals which gradually got bigger. I was now asking the appropriate questions. I had a coach to guide me and I obviously saw results.

Today’s Major Takeaway:

Having that personal one-on-one coaching will build your confidence and push you to the next level. I highly recommend that you get some kind of coaching.

Episode Resources:

If you would like a copy of How To Become An Effective Sales Coach (the PDF I mentioned in this episode), send me an email at donald@thesalesevangelist.com. Put in the subject like, “Sales Coaching Guide”. 

Coaching Salespeople into Sales Champions by Keith Rosen

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Donald Kelly, The Sales Evangelist, Jason Treu, Best Sales Podcast, Be ExtraOrdinary

TSE 396: Emailing Influencers & Getting Responses

TSE 396: Emailing Influencers & Getting ResponsesEmailing influencers is easy, it’s getting them to respond to you that’s the real challenge. So how do you actually do this? How do you actually get influencers to notice you? How can you make yourself stand out from all these other people who are trying to get to them?

Today, my guest Jason Treu is going to teach us some great insights into how you can actually get in touch with influencers and get them to respond to you. Jason Treu is an entrepreneur, a sales leadership trainer, and a business and executive coach where he works with entrepreneurs and corporations to help them gain clarity and lock into their zone.

Jason is a bestselling author of the book Social Wealth: How to Build Extraordinary Relationships, having sold around 30,000 copies and ranks number one in four Business and  Self-help categories. Jason is a leading expert on human behavior, daring leadership, and relationship building.

Here are the highlights of my conversation with Jason:

Jason’s coolest sales experience when he was the customer

The power of connecting with influencers:

Helps you gain more confidence
– Influencers can introduce you to people
– They can teach you things and be your valuable resource.
– They can be your mentor.
– This speeds up the process of learning and mastering different things so you become more successful and happy.

Leveraging on conferences:

1. Email the speakers ahead of time (or potentially some attendees) and set meetings to optimize it.

Not many people email these people ahead of time and instead, they try to catch them at the show and this is not the right thing to do since you fighting with a flock of people who are also trying to get to these influencers. So  just get an appointment with them and spend some time with them. This makes the conference worth way more money than you’re paying for it.

2. Sending them an email with an intention to personally connect with them is way better than sending a cold email.

Conferences are one of the best places to go after the people you want to connect with. They are the easiest places to reach out to influencers since they would usually have the time to meet with someone.

Finding your influencers:

1. Find a list of people.

You’ve got to know who you’re going after or you’ll just be floundering around.

2. Get to know your industry better.

Read some sales or marketing blogs and see who they’re referencing and what’s going on. Going after the top people in the industry is very difficult. So try to find up and coming people. Immerse in the industry itself and you’ll start to see people who are risers and climbers who are doing great things.

3. Research their needs.

Join their newsletter. Follow them on social networking sites. Read past articles on them or their blogs. Google them and see what they’re doing and what they’re up to. Put them on Google Alert. Or try to learn about them inside of your network. Regardless, you need to figure out how you can add value to them.

How to build great relationships with people:  Give first.

A common mistake among people is they start asking for things. When you give, you put yourself psychologically for the other person inside their inner circle. Especially for influencers, everyone is asking them for something. They keep getting requests after requests. Start giving to them or try to engage with them, then you’re creating a lot of value and you stand out from everyone else.

How to email influencers & get them to respond to you:

1. Send them an email and write on something they’ve done.

Write them about what they’ve done and the impact it’s had on your life or a little comment. People love to read that because it strokes their ego.

2. Don’t ask them anything. Just say something really nice.

Sign the email with a simple “thank you” where they don’t need to do anything about it. Influencers get asked by people all the time and this would make them feel guilty that they can’t respond since they are too busy so now they never want to respond to you and they’d probably just delete your note. Lost opportunity.

Instead, write them a note where they won’t have to respond to anything. They would want to keep this kind of email and not delete it. This is great because if you email them the second time, they’ll probably research to see if you’ve contacted them before.

3. In your second email, look and see what kind of help they need.

Investigate on whether they’re traveling somewhere or they’re talking about ideas important to them or whether they’re speaking at upcoming events. This will help you understand how you can add value and help them. Try to figure out where you can insert some value that you can help them.

4. Express gratitude publicly.

Once you’ve expressed gratitude in your first email, express your gratitude publicly by doing a product review or a book review and do a video on it.

5. Think of ways that you would make you stand out.

Send them a card or a gift. You can promote causes like throwing a Happy Hour to raise some money. Or say to them that you’d be up for volunteering some of your time. Tag them on social media. People notice things because they’re out of the blue.

Other creative ways to stand out:
Sign up for their program and become their star student.
– Send clients their way.
– Contact them and help them if you’re an expert in your field.
– Contact them in critical moments (ex. if they’re launching certain projects, offer a service you could do)
– Connect them with other influencers and other people that could add value in their life.
– Send them an eBook on Amazon.

Jason’s Major Takeaways:

1. Do things in a really short way with people. Keep your email short and concise. Add value. Be a big supporter of them in the process.

2. It’s going to take several contacts for you to get through. Let go if they didn’t get back to you after you’ve followed up one time.

3. Get a list of 10 people to start with. Try to get them in person so you can forge that relationship with them.

4. Get out there and be aggressive. Do whatever you can to meet people. Be creative. Be consistent.

Episode Resources:

Check out Jason’s website www.beextraordinary.tv

Jason’s book, Social Wealth: How to Build Extraordinary Relationships

Never Eat Alone by Keith Ferrazzi

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DO BIG THINGS

Donald Kelly, Sales Certification, Young Seller, New Hire

TSE 387: Are Sales Certification Programs Needed?

Donald Kelly, Sales Certification, Young Seller, New Hire Should you get some sales certifications? Do you really need them? Most programs and organizations in other professions have certification groups as they are mostly required.

I think it’s important for us to be trained in our positions as sellers and have the expertise to thrive. But some of these certification programs are not really necessary in order for you to be successful as a seller.

Why you don’t necessarily have to have a certification?

  1. Some companies are not really fond of a sales certification program.
  2. Actions or sales speak louder that certifications. I recommend a better track record. What any hiring manager wants to see is whether you can deliver.

What do you need to do instead?

  1. Show a way that you have a great track record.

Whether it’s closing business or helping clients become successful or becoming a top performer on the sales team, show to your client/company you’re applying to that you have a great record. This carries more weight than a certification.

  1. Gain more education as a seller.

Well, you’re listening to this podcast. Listen to other podcasts as well to increase your sales and business acumen. Podcasts hosted by Andy Paul and Anthony Iannarino. Read books. Our site features Top 20 Sales Books we recommend.

Sales Certification Program vs. Sales Training Program

Getting training is great and it’s different than getting certifications. However, it all boils down to – can you bring home the bacon?

Today’s Major Takeaway:

Great sales track record still beats certification.

Episode Resources:

Strategies to Power Growth podcast by Andy Paul

In the Arena Podcast by Anthony Iannarino

Top 20 Sales Books

Please support us in our Indiegogo campaign, a movement to inspire, motivate, and educate sales professionals and entrepreneurs to Do Big Things. Simply go to www.DoBigThings.net.

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Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Sales Leader, Being A Young Sales Leader, Jay Cullinan, Donald Kelly

TSE 386: How To Lead A Team Of Veteran Sellers As A Young Sales Leader

The Sales Evangelist Podcast, Donald Kelly, Sales Leader, Top SellerWell, it’s actually an interesting dynamic when you have a team of young and veteran sellers. It’s not unusual for doubts to set in and you ask yourself questions like: Is there a better way to approach this? Or do the things you do translate to leading a more senior group? The internal battle sure is challenging but you can always ride against the tides and this is how our today’s guest, Jay Cullinan, would put simply put it.

Jay Cullinan has been in B2B sales in the last six years and today we talk about how you can effectively manage a team of veteran sellers even as a young sales leader.

Here are the highlights of my conversation with Jay:

Jay’s coolest sales experience when he was the customer

How you as a young sales leader can influence a more senior group:

  1. Be in it with them.

As Zig Ziglar says, “Sales isn’t something you do to somebody. It’s something you do with somebody.” So you have to be on the level of your veteran sellers.

  1. Ask for their advice.

Veteran sellers have basically been in the sales filed way longer than you do. There is a wealth of knowledge you can gain so set time aside and ask for their advice. Then tailor it specifically to them. Asking for their advice denotes respect because you want to hear what they have to say.

  1. Tailor your management style accordingly.

You can’t treat everyone the same. The way you manage individuals should be different. It’s the same with how people sell. People have different ways of selling to people.

  1. Celebrate your failure with lesson attached to it.

Senior people want to be respected. Putting yourself out there in the form of a failure with a real lesson attached to it, you will get a ton of respect for it. This will also give them space to be more honest with their failures. Share your failure and put it out there and people will respect your and trust you more. Being vulnerable is one of the quickest ways to build trust.

  1. Find ways to give other people credit.

Growing your business is a marathon. The short side of leaders swallows the small wins or even the big wins upfront and that snatches motivation and progress away from your team. Swallow your pride and give away the success out to your team.

Jay’s Major Takeaway:

Everything matters when you’re dealing with customers because you’re not just being judged with competition directly, but also against everybody else they’ve come in contact on that day. Rise to the level of being the most noble person that day and you’re well on your way to success.

Episode Resources:

Connect with Jay through his blog at www.sellingwithoutselling.wordpress.com or send him an email at jaycullinan@gmail.com.

TSE Episode 349: Make It Clear

Create Distinction podcast by Scott McKain

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Donald Kelly, The Best Sales Podcast, The Sales Evangelist, Key Sales Metrics

TSE 337: 7 Key Sales Metrics You Should Track

Donald Kelly, The Best Sales Podcast, The Sales Evangelist, Key Sales MetricsAs a salesperson, you need to understand your numbers and the gauges of what you’re doing, how you’re doing it, and how you can improve. Today, I’m giving you 7 metrics you can look at to improve yourself as a seller.

You have to compete against yourself and make sure you’re better than you were last month. These metrics are universal across industries, no matter what you’re selling.

7 Sales Metrics to Improve Yourself as a Seller:

  1. Time spent selling

Measure the time you’re actually selling, meetings you have with prospects, phone calls you’re making, when you’re actually in the process of selling, prospect visits, demos, close calls, and things of that nature.

  1. Response time to leads

Studies show that if you take more than 24 hours to get back and talk to leads, you’re 60% less likely to close that deal. Connect with leads as quickly as you can and find out what they’re looking for and be of assistance.

  1. Amount of opportunities generated each week

If you’re required to both prospect and sell, you have to get people into your funnel. What are you doing each week to create new opportunities? What kind of opportunities can you develop? What’s your rate?

  1. Leads to opportunity

How many leads does it take you to create an opportunity? (marketing, networking events, etc) What can you do to minimize the amount of leads to opportunity? Try to reduce it from 5:1 to 3:1.

  1. Actual opportunity to win

How many opportunities does it take you to get one new client?

  1. Average deal size of the deals you’re closing

Are you closing a lot of small deals or larger deals? What are you doing right and what are you not doing right? What can you do to improve?

  1. Time it takes to close a deal

What can you do to bring your time down to be at par with the company’s average time? What can you do to get it under par?

Episode Resources:

Bob Burg’s book Adversaries to Allies

Kevin Kruse’s book 15 Secrets Successful People Know About Time Management

TSE 266 with Kevin Kruse

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Donald Kelly, The Sales Evangelist, Account Based Selling, Brandon Redlinger

TSE 334: Sales From The Street-“Account Based Selling”

Donald Kelly, The Sales Evangelist, Account Based Selling, Brandon RedlingerToday, we discuss the idea behind account-based selling. I’m bringing in Brandon Redlinger who’s giving us insights into the challenge they had with account-based selling, what they did to overcome that, and the results they’re seeing right now.

Brandon is part of the team at PersistIQ, an outbound sales platform that helps salespeople become more effective by focusing on the most important activities. Brandon underlines the fact that the best sales reps are good at building human relationships so they’re helping sales reps find that balance between automating things and bringing the human element back to the actual communication side of things.

Here are the highlights of my conversation with Brandon:

Challenges they faced with account-based sales:

Selling at an account level being a new concept so there is not a huge amount of resources on account-based sales

How they faced the challenge:

  1. Fully dive into it and talk to other people.

Talk to other sales leaders who are taking the same approach. Figure out what they’re doing and bounce ideas off each other and implement them.

  1. Using technology aligned with account-based sales development

Once you have the strategic approach, add the tools and technology to really help you get there. Your strategy needs to be aligned throughout the entire organization.

Steps in getting started with account-based approach:

  1. Make sure it’s the right approach for your organization.

Make sure account-based makes sense of your business and economics.

  1. Get buy end from the entire organization.

If marketing is still targeting individual leads, then you can’t get the flywheel cranking and get the account you’re targeting up and running as quickly as than if you get the entire organization on board.

  1. Build your target accounts.

Take a look at your current customer base and what your biggest accounts have in common. Define that account and drill down from there.

  1. Build a persona for each of the decision-makers.

Have a different message and value proposition for each one of these people. There may be more than one department involved in the decision-making process.

  1. Start selling.

Call, send an email, do social selling, send in whatever over a certain amount of time at a specific cadence. Work all pre-qualified accounts until they close.

Factors for the great results Brandon has seen in their company:

Bringing the human element back to sales.

Brandon’s Major Takeaway:

Make sure that targeted account selling is right for you and your business. Make sure it’s aligned throughout the entire organization so you won’t be wasting your time, energy, and resources that could set your business back. Make sure it’s economically right for your business.

Episode Resources:

Reach out to Brandon through email at brandon@persistiq.com or check out more about account-based approach on their blog www.persistiq.com/blog or follow them on Twitter @PersistIQ.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales Coaching, Donald Kelly, The Sales Evangelist Podcast, Sales Training

TSE 324: Sales From The Street-“Coaching”

Sales Coaching, Donald Kelly, The Sales Evangelist Podcast, Sales TrainingToday, I’m going to talk to you about sales coaching, specifically how sales managers.And here are the common questions I have come across.

  • Should a sales manager sell? Or should he/she be a manager/coach?
  • Should you hire your top rep to become your sales manager?

Many companies hire a coach but what I noticed to work effectively is when the company has a manager in place who serves as a guide or a coach to help the sales team perform.

However, some companies look for their next manager by looking at their top performing rep. Now, if they are performing well, why would you take them out of a selling situation?

Some cons when taking the top performing rep out of the field to become a sales leader:

  1. They’re not selling so you lose out on some revenue right away.
  2. The presence of some biases or conflicts of interest and then distrust begins to happen leading to a disconnect between management and sales people.

Strategies to avoid biases:

  1. Get people some training and help so they can perform well.
  2. Set up their earnings based on the performance of the team.

The power of having a coach:

  • It challenges you and helps you set goals.
  • It helps you find out your weaknesses and where you need help the most.
  • It gives you help, direction, and guidance

Major Takeaway:

Hire someone from the outside to be a sales coach or manager that’s going to come in and be there full time to dedicate, guide, train and help your organization. Don’t just take your top reps out and make them sales managers. First, find out if they desire to do that in the first place.

Episode Resources:

Coaching Salespeople into Sales Champions by Keith Rosen

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly