20 Burst results for "sales management"
The Peter Principle
"The patron saint of hiring nihilism without question was the author and educator Lawrence Peter. All of us in the hiring community worship at his feet. When I was a boy I, used to leave my parents and believe my teachers can have respect for your elders and betters. The men upstairs knew what they were doing. That's Peter. He was a Canadian as a my of course and I don't know if you remember from the lottery episode but Adam Cronk right went to university in Canada. The nihilists strain runs deep in the land of the frozen prairie. Anyway Lawrence, Peter was a great first famous for saying things like the noblest of dogs is the hot dog. It feeds the hand that bite did. He was also deeply involved something called the Kinetic Sculpture Race in Humboldt County California, which is really hard to explain except to say that it's kind of like the triathlon of the art world involving sculptures on wheels that are required to perform certain feats. Peter Famously proposed a special prize called the Golden Dinosaur Award to be given to the first machine to break down immediately after the start. which if you knew Lawrence Peter, you would recognize as being very lawrence. Peter. Because his great professional obsession was with incompetence. He had a CONNOISSEUR'S I for it. And as looked around me. I. Saw a sign on the door that said emergency exit authorized personnel. Only I, wondered who'd written But then Later I saw another sign and said emergency exit. Not to be used under any circumstances learns Peter. Formulated one of the most famous laws in. Social. Science. He called it the Peter Principle. The Peter Principle states very simply than in any hierarchy and employ tends to rise to the level of incompetence that's where he stays. People get promoted based on a prediction about their ability to handle the next job on the hierarchy. And they keep rising until the prediction is wrong. You see in any organization. Where competence is essentially eligibility for promotion and incompetence is a bar to promotion. Wherever, those rules apply people were rise to the level of incompetence and tend to stay there. Lawrence Peter. Wrote a book called Peter Principle in nine, hundred, sixty nine and it is delightful exactly in a Lawrence Peter sort of way like he has a whole riff on the special case of someone who is incompetent per promoted anyway kicked upstairs a move he calls progressive sublimating. Or the case when an incompetent person is moved out of the way but given a long job title as compensation. Peter Call that a lateral arabesque. No chances are you've heard of the Peter Principle I'm guessing as a kind of joke ha ha that's why my boss is so bad. But it's not a joke. Allow me to direct you to the work of a fellow member of the Hiring Nyas Club on Benson economist at the University of Minnesota. While he was doing his doctorate mit he got bitten by the Peter Principle bug. I started to go to sales management conferences. And they found that there is this adage that the best salesperson doesn't necessarily make the best manager. but then people would laugh and say, but we do it anyway. And I wanted to find out why the great advantage of using salespeople debilitate. The Peter Principle Benson realizes is that you can measure performance really easily is not like assessing the performance of engineers or politicians. No, it's super straightforward. You just look at how many sales salesperson is made and it's also easy to measure good sales manager is you just add up the sales of the salespeople, the manager managing. So Allen Benson finds a tech company that sells one of those software platforms for sales organizations, kind of like salesforce dot com and gets access to all of their customers data four, hundred firms hundred thousand salespeople. The first thing he finds is a confirmation of the famous eighty twenty rule that twenty percent of the sales people are responsible for eighty percent of the sales across the board. It's not that we don't know who's a good salesperson we definitely know. People are really good. Second thing he finds those superstars get rewarded. What we found in the data look that type salespeople are far far more likely to be promoted into sales management than people who are outside of that top twenty percent who aren't the best person on on the team. Of course, the makes sense you give the stars promotion. That's what everyone does. Okay. Now it gets interesting one happens when those stars take over as manager. Fair sales, people, themselves people who they managed. Their performances becomes worse under them than it was under their prior managers. The Stars get promoted in their terrible managers. How terrible really terrible. Benson looked at an alternate promotion scenario where companies decide to promote not stars but the sales people who are good at collaborating. Nice friendly people who work well with others and teams managed by the friendly people do thirty percent better than the teams managed by the superstars. Thirty percent is huge. You. Might say what does this have to do with nihilism? This is just an argument promoting friendly people over superstars does not I rolling or even shrugging? Well I haven't told you about Bentsen's last finding. Because Benson found a fatal flaw in the ultimate promoting scenario. The one that seems to work thirty percent better, which is this. If you promote the friendly sales people over the top salespeople then the top sales people get upset. So upset that their performance suffers and they aren't so top anymore. The, whole thing is so magnificently perverse, isn't it? All your sales come from the same small group of people who expect to be promoted as a reward for their excellence. But if you promote them out of sales, which you get returned is a lousy manager and if you don't promote them. And you pass them over in favor of some warm and fuzzy into personal wuss. The top performers will pout and stop trying. So what are you supposed to do? You could pay the superstars more and more and give them fancier titles in the maneuver Lawrence Peter called the Lateral Arabesque But you still insulted them by passing them over for the friendly was. Another idea that some Peter principle theorists have floated his lotteries they end up where Adam cronkite ended up put everyone's name and a hat and promote the winter I mean, why not? But then why have a boss at all? No concept of boss is it a boss knows more than the people that bossing? There's even a school of thought in the Upper Reaches Peter Principle world at the best solution is just to man up forget everything else and deliberately promote the incompetent because this way you won't lose one of your superstars by them into a lousy manager. You'll just transfer an incompetent person from their present position of incompetence to another position of incompetence up stairs somewhere where they will occupy a position which according to Peter Principle was bound to be occupied by an incompetent person sooner or later anyway. Did you follow that? Peter principle theorizing gets very Meta ferry quickly. which. Is Why most people would rather console themselves with a soothing banalities of Merit and prediction and hierarchy? Only. A select few. Are Willing to face the truth. And who are those brave and lonely heretics? The nihilists. People like me. Who Look at the world with a cold and unflinching eye and say Under the circumstances, why bother to learn the first thing about any new perspective job candidate? and.
The Employee Happiness Myth
"This episode. I want to recognize Noah. Fleming Noah is an author Speaker President of Fleming Consulting and company. I I came across Noah a little over six months ago. As a Lincoln premium member I had access to linked in learning and took some video courses to see what it was all about one of them was titled Retail Sales Management and no was facilitator of this online course. I enjoyed his perspective his passion and his content no also pose articles pretty regularly on Lincoln and has a weekly newsletter. One of his articles is titled The employee. Happiness Myth Click Bait. Yes did he get my attention? Absolutely I really liked his approach to the article and even his angle on pushing back against the current leadership trend. Here's what he said that I liked and I quote. I was reading a book over the weekend said without happy employees. There was no way to have happy customers. At first I agreed with the statement because I thought about further. I realized the comment had many flaws. For example people tell you to focus on employee. Happiness are often the same people who tell you to hug your haters and treat every complaint as a gift. It's a sweet sentiment but not that useful. Every complaint is not a gift if you're getting nonstop complaints because you haven't spent the time energy or money on fixing ongoing issues. Every complaint is not a gift if you've never spent the time to do something like the hierarchy of horace process or spent even a day or two considering the source of the complaints. It's more like a vicious doom loop instead of hugging. Your haters should be asking. Why do they hate you? In the first place it's usually because one of your critical processes is either broken or non-existent or because you've created too large of an expectations gap between what you promise them. What you deliver I love. How no not only challenges. Something that he initially felt he agreed with but then he goes on to explain. What the potential root issue is and what the solutions could be. So I highly recommend you take a few minutes to check out. Noah's content as usual linked to his page and the article reference will be in the episode notes. Great Job Noah and. Thanks for helping others to Hashtag. Be a better
"sales management" Discussed on OC Talk Radio
"V._D._b.. Sales pipeline sales and sales and marketing and today is no different than super excited to have with US Marine as a coup now Maureen and I go way back. We both worked at a startup together <hes> doing a lot of work. She started her career. <hes> in sales is carrying a bag and she has moved her way up from <hes> sales management sales leadership now into broader company leadership. We're GonNa talk today about what it takes. <hes> grow your career in sales and what it takes to sort of continue to to grow outside and sills well Mori and thanks so much for joining us today. Thank you for having me so give people a quick overview of sort of your career arc because you've you've done a lot of really interesting things for some really interesting companies. Where did you get started in sales and how did that get you where you are today about interesting things for interesting companies is a great way had put it and I started and fail a longtime ago <hes> more years than a cattery member during a summer job selling Kirby vacuums if you can believe that and that was sort of like food camp or sail training and they did that for a little while and it was really great because I got to learn a lot of the fundamental about how sales is not just <hes> you know about skills and what you're saying but it also has to do about about the commitment and the attitude you approach it with <hes> from their bath for like ten years? I worked with my husband helping him run his business. Let's work as a general manager and at some point decided the business wasn't working out we shut it down and literally had to start her career over so I started with a startup <hes> calls house values. That's where <hes> Matt and I I bet and I found myself in an individual sales contributor role <hes> and this is pretty good at it and within a year I was hand picked out of the blue by the founder of the company who lead and manage their sales team and for a long time I kind of wondered like wonder why they picked me to do that. It's very rare to have permitted. Come to you and say hey we. We've been watching and we see you. We want you to lead this team. <hes> but it really was based on the leadership that I was showing I mean not just as a manager but to the rest of the group as an individual contributor so over the years I worked with them and moved into a director role. <hes> help that team road of hundreds of people. The company went public and it was really cool. Oh experience to be a part of and from there I was able to devote my career to an executive role <hes> that I'm at now V._p.. Of sales with real self and I oversee that team <hes> to help drive the revenue through business and really nurture scale how that team growth and it's been really gratifying not just to be a part of another growing business but to to actually see how my career path is played out very impressive. I love that story. I think it's you know anytime I hear a story from someone that didn't necessarily follow the path. He thought they were GonNA follow. But are you know feel fortunate where they are. They get that resonates with a lot of people <hes>. I have a journalism degree. I was a reporter I room sale newspaper when I started <hes> certainly did not think I'd be running marketing consulting business so you never know where that that path is. GonNa lead you but you've been real stuff now for about seven years and I know you're you're you're still responsible for sales output from the team but you've been managing more more than just sales. Talk a little bit about what that path look like. I mean in the last couple of jobs you've been in you run sales and operations <hes> is that was that an intentional path. was that something that you were asked to take on <hes> what did that look like <hes> a long time ago I had one of my managers. Try to put into operation. I tend to be <hes> operationally focused and I said I'm I'm not operation but come to find out I really am focused on operations a lot so that is one of my strengths that I've the marching it real sell what I have learned though as I spent a part of this company that growing is that being an executive role movie from director executive is really a big shift a much bigger shift than moving from unlike individual contributor to sales manager does the big shift to but this especially because you move from like being worried about what's going on day to day operation to all of a sudden thinking about things like how how can I help connect the dots between what's happening on my team to activities and the vision of the entire company and getting alignment cross functionally tend to be something that I had to work on personally with where it's not just about what's going on in my team but what's going on with the company so he spent a lot of time thinking about like how do you maintain your network of influencers and not just how do you influence your team. Absolutely we're talking to the sales by blind radio with Maureen as a coup go. He's the V._p.. of Dr Community at Real Self and you know we started working together. I think with me literally sixteen years ago at a long time and you know you were at the time when I joined <hes> house values you were managing managing <unk> high-performance super successful sale seem what's the difference in the past sixteen years of what makes for successful sales rep like if someone was starting in their career today and was interested in sort of pursuing their own path to success in sales management and just in in business. What are you looking for now? In sales reps that the beginning of their career that might have been different than sixteen years ago. That's a great question. I think that a lot of people like my my mother included. Think about sales as has this boiler room environment where excel become part of how do you facilitate the prying process and how do you challenge your customers to seek out of the Fox so that it they can think differently about their business and how does your product fit into that so we've <hes> at least I had shifted from looking for people who can just be aggressive and his close to people who can <hes> <hes> who can change paradigm and who can challenge people to think about their business differently and so with that. It's not just that I look for managers. Who's been training coach? I look for sales people training coach their customers. Other skills aren't mutually exclusive. Though I think you know the the ability to sell and close there's the ability to sort of ask good questions and take that challenger approach and even be empathetic with prospects you know throughout the process occasionally usually here people say oh you gotTa stop selling and start helping stop selling start leading. I feel like you can do both <hes>. Is there a time and place for one of the other and what what the right balance <hes> today with those skills that yeah I think it depends on the product and the sales cycle that you're in <hes> I think that the the science and the art of sales comes in knowing when you live a relationship from helping to selling and I think that if you're helping your customer and you believe in your product that your product is helping customer then eventually there's going to be buying signals dot conversation she. Let's take action on the next level so you're absolutely right. You need both to be a closer for lack of a better word and you need to be a coach and you need to have the listening skills and the instinct to know when to flip yeah and I think some of that some of that can be trained some of that you really do just sort of get you know by by bats watching other people that are doing it really well <hes> others other traits and skills U._C. and people that are that are successful that you think are management material among the front lines of what are some of the other traits that you look for on your team for people people that are that are promotion material promoted a lot of people in management. I really believe in promoting from within <hes> because I think that people like managers that have been there and done that thought being said not all top for good management curiel so I do look for people who <hes> have shown a propensity to enjoy from just that they can do training but they actually like helping other people learn and you know they're kind of like seeing the the thrill of cloning themselves and others <hes> but with that they also have to be able to hold people accountable so <hes> you tend to see individual contributors those who care about how other people are performing as well and <hes> when people come to them for help. They're not just giving them soft advice but they're actually holding up the mirror and saying these are things that that that will help you. I'm so so that's part of it and then the the people who are a little bit geared for number like <hes>. That's something I've had trouble with. Some of the people voted in the past is that they really like sales that they hate data can't be a sales manager these days without understanding what a spreadsheet about thou <hes> that processing that I look at it they have a little bit of an analytical part him so many different skills you gotta have I mean as you move up the food chain. You know they were sometimes. I feel like we're looking for UNICORNS. You know people that are good with the data good with the metrics <hes> good with planning but also really good at coaching and sometimes sales coaching isn't just the how to close the deal. I mean it's quantitative and qualitative altogether. How when you think about like how how your manager spend their time and what was the US use of your time? When you were managing I continue to hear in most managers they they want more time to be able to coach they want more people to spend with their wraps coaching helping make them better but they find that they spend too much time in meetings too much time behind that spreadsheet and not enough time with the reps to give them as much time as they have is they need? What's your take on that on that that balance and and if you believe that that's important you give you know managers more time and bandwidth to do that? Coaching depends that level of management. You're at most people start in some type type of either selling role or play or coach role and that's something that has a title like teen lead or team captains something to that effect those people. I always recommend that every time they're. On the phone dealing with the customers that's a learning opportunity and you can double up and have somebody listened to you and learn at the same time and so they're going to be the best role models hopefully for their sales process and they should always have somebody who's listening or leveraging taking their own experiences as get results to teach others as you move up the food chain it does get more challenging to know like how much of your role is done on the management side and housekeeping and leading versus training meaning and sometimes you have to delegate that out but I would say <hes> it really depends on what your goals are measured on success. I don't think there's there's any one answer for it but I always say a one year activities with got your being measured on never took a quick break pay some bills Louis back after the break with more for marinas a coup go the M._v._p.. of Dr Community for Real Self we can talk more about sales coaching more about how to position yourself as a sales professional for the next opportunity for listening to Sales Pipeline Radio.
Transitioning from Sales Rep to Sales Manager
"After several conversations. The last couple of weeks with friends who are looking to move into sales management. I thought it share a couple of clips from my interview with dandruff zoo ski and our conversation together from episode forty four of the sales success stories podcast. Dan is the top sales recruiter at treeline and had some great thoughts for those looking to make the move from sales rep to sales manager I into that role. I would my my biggest piece of advice is no make sure that it's something that you wanna do first and foremost because a need to be very unselfish to be a leader in an organization for sure is not just about you anymore. You know, your your bandwidth is going to be limited. So you you need to make sure that you are capable of that, and you can be pulled in five different directions. At once when needed if you if you've kind of taken that mental inventory ready to do that as far as and as far as questions concern. Are you are you asking if the candidate wants to move up through the ranks threw me in the ABC company in they're looking to make a move outside of the organization is at war with the questions, align. We'll yeah, I guess that that makes me a little bit more sense. Right. That's that's a place where you could help. Because if they're internal right? They should be able to have those conversations and have be able to figure out a path it gets harder. When you're trying to make that leap across companies, right? Sure. It I mean, most likely what's going to happen. There is you're going to have to you can have to join in organization. I think we talked about this before that promotes internal growth, you probably gonna have to take a lateral move and move away through the ranks of a company because again, you know, at your current company, you're known, and they may not have a path needed to grow into a manager. But if you look in outside your organizations to take that leader unproven commodity, they don't know who you are aiming to kinda prove who you are and work your way through the ranks in inlet, the prima rise to the top so to
"sales management" Discussed on All The Responsibility Podcast
"About reducing risk and the risk is this product won't do the thing I needed to do. And so I need a little bit more proof before I'm willing to put my money down. And that as I say it can happen. It's not just enterprise types of products that allow you to. To take that kind of risk mitigation step. So doing trials to improve concept. Now, you have to sometimes be careful in that. If your product is complex, you may actually need to do a guided proof of concept, you may have to have somebody from your team who understands how to make the product work effectively be involved in that proof of concept because sometimes a product is complex enough that you can't just let the customer try it out or there may be other reasons that they can't just try it out. You know, just in terms of there's so many different things that can happen. In fact, the product that I really work on which is an an HR as a service product. It's very hard to have customers. Try try it out in a trial. Because part of what it does is it pays the employee's paychecks. And so you can't just trial that that's that's not a thing you can do. So that's one of the one of our challenges is that we then that means we have to rely much more on references and things like that. And so we do that and success stories and things like that. Another thing you can do is to. Reduce the cost of change. So again, most enterprise software, you have this challenge where? You're probably replacing something else, you're probably replacing a system that already works. So for example, if you think about putting in a a sales management CRM system customer relationship management system for the sales organization. Well, the sales organizations are doing something in terms of how they manage the pipeline and manage sales, and so you need to make sure that when you your software comes in or your product comes in that you have a way to make it reasonable for.
"sales management" Discussed on The B2B Revenue Leadership Show
"Know, these are the priorities for sales management development and. Unfortunately, they get stuck doing things that other people ought to be doing like problem solving and expediting and taking care of all these other issues that tend to come up the urgencies of the day. And they end up doing a lot of stuff that sales people ought to be doing themselves. They do they end up doing a lot of things that really aren't on the sales manager's job description. Sure, and they get their under tremendous amount of pressure that first level sales manager that's tough job. I've had it several times the end of the quarter comes and even your players having a tough time with a deal, you know, getting the right meetings, the right pricing, the right actions to take place the be players overestimate or underestimate how hard it's going to be the players on a plan, and you're trying to work them out while you're still hire people and. Yeah. So you kind of jump in because if the deals don't close goose egg for the quarter or you really kind of come in at eighty percent. Your big bullseye on your head. Well, that's exactly right. And that's often driven by a company's culture too. You know, they get they get the forecast. Then home office calls a manager and says, hey, urgent urgent message from the home office. You've gotta get identify your top.
"sales management" Discussed on Biz Talk Radio
"I think. Psychology of selling. Hello. Organization there's sales management. But rather the one thing that I think a lot of people. And sailed over psychology. So number one every salesperson really needs to understand themselves. And this is not easy thing to do. It takes a lot of soul searching and talking to friends getting advice from any what am I what am I what do I do that bothers people? We all have good. A big problem with that. We just have under saying. Bye. Bye. Talk the talk. Why don't we need to learn our own psychology? And the number two is we have to learn the psychology of gets. We work with because they are not going to change. And we must adapt to their way of talking communicating. Follow psychology. Well, this is a huge part of life in sales together for sure and one of the things I really appreciate about using your approach is that it is elastic allows for adapting to personality styles. It incorporates different personality types that we are. So so critical because there is a broad spectrum. I mean if the two extremes. The spectrum. You've got severe introvert. Look, you could take assessments and and come up and these assessments spit up reports that a quite fascinating I'm not gonna dig into they have now. But you, and I both know that that you've got this broad spectrum of people. And and we have to be able to adapt. And not always do it our way the other thing, you said that I think is quite crucial is that we are a part of that relationship. Right. So we're looking at the world through the lens of our strengths and weaknesses. And if we're not self aware about how communicate and not aware that allowed and talking to fast or what have you? We're talking too much might rub a certain personality types and runway, and you're not able to read what kind of personality that you're dealing with the other end of the conversation. This can be very destructive on the other hand. It can be highly constructive if you can in a just a few moments adapt, right? There's no question about that. Out very quickly. Point. Welcome into many appointments. Doesn't even down. So. There's other times you walk. Into my office. The lead on how much you're going to be speaking of in a hurry. We gotta go. We'll coming up on a heartbreak Eddie Midland is the author of revealed smart selling strategies, really appreciate you being with us. Thank you for joining us on the program. And we'll do it again for sure the website. It's Eddie mandolin dot com e d why am I n de L I N dot com for the sales professional..
"sales management" Discussed on Biz Talk Radio
"I think. Psychology of selling his credit, how important organization sales management. The one thing that I think a lot of people. And sales. Psychology. So number one every salesperson really needs to understand themselves. Not easy thing to do. It takes a lot of soul-searching talking to friends. What am I what am? I what. Do I do that bothers people? We all have good. A big problem with that. We just have to understand. Before midnight. Talk soccer sometimes. Quieter kind of. Why don't we need to learn our own psychology? And then number two is we have to learn the psychology. We work with because they are not going to change. And we must adapt to their way of talking way of communicating. Follow. Psychology. Well, this is a huge part of life hyphen sales together for sure and one of the things I really appreciate about your approach is that it is elastic it allows for adapting to personality styles. It incorporates different personality types that we are this is so so critical because there is a broad spectrum. I mean, if it's extremes. The spectrum. Severe introvert. Look, you could take assessments and and come up and these assessments spit out reports to the quite fascinating. I'm not going to dig into that now. But you, and I both know that that you've got this broad spectrum of people. And and we have to be able to adapt. And not always do it our way the other thing, you said that I think is quite crucial is that we are a part of that relationship. Right. So we're looking at the world through the lens of our strengths and weaknesses. And if we're not a self aware about how we communicate and not aware that loud and talking too fast, or what have you? We're talking too much might rub a certain personality type the wrong way. And you're not able to read what kind of personality, and that you're dealing with at the other end of the conversation. This can be very destructive on the other hand. It can be highly constructive if you can just a few moments adapt, right? Question about that. Very quickly. Many appointments and. Down. So. Other times you walk in. And they wanted to my office. Lead on how much you're going to be there. Speaking of in a hurry. We gotta go. We're coming up on a heartbreak Eddie Midland is the author of revealed smart selling strategies, really appreciate you being with us. Any thank you for joining us on the program. And we'll do it again for sure the website. It's eddie. Mendel dot com. Why am I n de L I N dot com? Stuff sales professional. Thanks, eddie. We're going to talk about branding with Perry. Since join us after the break stay with us..
"sales management" Discussed on The Tech Blog Writer Podcast - Inspired Tech Startup Stories
"I tell clients that a lot at the beginning of an engagement that we're going to challenge you. We're going to ask you questions. We're going to not necessarily agree with what you're telling us and we need to have those conversations. Now it's a benefit for you in the long run and on the client side with they really need to do is beat open to that. You know, they're the experts in their business. They're always going to be the experts in their business where we're bringing expertise to the table is in process design in inefficiency in sales operations overall, and sales performance man forms management, and they have to. We have to help them really differentiate between. We've always done it this way and doing it this way is the right decision for the business. And that's really where you know if they can make that differentiation, they have a much greater chance of cheating. Those kinds of transformational changes that that that were hoping to get them. So what's next for optimize anything else that you can share about that road? Sure. I would say if I think about how we're evolving, there's more and more focus we have on on sales enablement. Mobile, which obviously Mobile's not new. It's been around for a long time, but the adoption of it, what we're looking to do on a mobile basis is is really exceleron thing. We want to get information to sales people's hands wherever they are not just comp, which, frankly, less important to get in their hands everyday, but more information about how their how their territory is doing, how the customers that they're calling owner doing, where where the best opportunities are for them, what what the trends in their performance aren't, how the work that they do with their customers can translate into better money for them. And the story visualization approach I talked to earlier is key to this from a broader perspective, really looking at cognitive automation in general, which is a popular buzzword that's out there all over the place, but cognitive, all cognitive automation focused on the sales people themselves and sales financials. So developing performance profiles based on on how different sales people are doing to help talent improve the success rates of bringing the right people into the right role. Goals from the beginning developing predictive analytics and forecasting models that help leadership in companies build off of the most accurate data oftentimes that they have, which is in in the sales performance system. The data has to be accurate because you pay on it. You can't afford for it to be inaccurate or incomplete. So developing predictive analytics models off of that and then developing more prescriptive analytics that helped the sales people understand which customers that they should be calling on which products and segments they should be focusing on how they should do all of that without them having to do a bunch of investigation and not only showing them that, but showing them why it's good for them to focus on that because impacts their pay in a positive way. It's tied to the incentive plan. Helping to automate sales management. For example, allowing fewer managers to more effectively support more salespeople coach them more effectively using some of those cognitive tools that I just talked about. And I would say in general, continuing to look for ways to leverage those other four platforms aside from SPN because they allow us to add values in at value to other areas of an organization beyond sales and sales ops. We normally start, obviously, in sales and sales ops. That's what we're known for. But as we find out more about an organization that long term partnership, we can leverage those platforms in other areas beyond just just the sales organization safe yourself a few elbows in people's heads listening. Can you just ahead of weather could find you on law and it might even come up to reveal tame if I just go any questions or want to carry on that conversation we saw today? Oh, yeah, absolutely. So I mean, the optimize website www..
"sales management" Discussed on BizTalk Radio
"And by the way the sales. Is a business itself and, so we, always say. Thank you, Michael Gruber but we we like, to say that systems I would help you work on the. Business in the business the systems are in the business and the people on the. Owner run the system Systems, are you kind of ubiquitous to. To goal setting and getting, anything done, value in. Sales is, no different is business sales so, I so appreciate that we've got a couple of minutes left. Any other areas that you'd like to unpack for us before we let you go Well I think Psychology. Of, selling credit Four order Sales management One thing that I think a lot of people Psychology so, number one every salesperson really needs to understand themselves. And this is not an easy thing to do it takes a lot of And talking to friends What? Am I good? At what am I? What do I do Do? That bothers people? We all have good A big problem with that we. Just have to understand And Mike Talk soccer sometimes Number one we need to learn. Our own psychology and the number two is we have to learn the psychology of everybody gets We. Work with, because they are not going to change. And we must adapt to their talking way of communicating follow thanks in psychology Well this is. A huge part of sales together for. Sure and one of the things I really appreciate about union approach is that it is elastic it allows for adapting to personality styles it incorporates different personality types that we are so so critical because there is. A broad spectrum To extremes Spectrum You've got severe introvert Look you could take assessments and and come up and these assessments spit out reports. To the quite fascinating I'm not going to, dig into that now.
"sales management" Discussed on The B2B Revenue Leadership Show
"Come to an interview expecting to talk about so can be a good way to get to dive in and get them kind of accommodated to those behavioral questions so tell me about a time when your organizational skills were particularly important view for example and then once going to organizations and we can get into drive so for example with need for it tell me about a what kinds of sacrifices have you had to make to be successful what does that person considered to be a sacrifice was it maybe they had to work a couple of weekends last year was it something more substantial now compare that to the kinds of sacrifices you've seen your top performers make or tell me about the greatest goal you ever accomplished professionally really have them flesh that out for you then you can go back to them he have to be proud of that how do you intend to top it the person high need for cheap and has a planet they're excited about the opportunity to tell you about it excellent hey i really appreciate this i really enjoyed this conversation because i've seen so many hiring mistakes and i've seen so many poor interviews and sales and and people make it either overly simplistic or just a gut feel and it's just turns into a disaster where do people go to learn more about you your assessments in what you're you're doing thank you yes they can go to sales drive dot info sales drive dot info there they can of course request a complimentary assessment there's a big green button on that page sales drive dot info if you're in hr or in sales management especially encourage you to take a look at it of course take a complimentary assessment and that would of course include a call with me to review the results with you give you my interpretation of how that candidate performed as well as my recommendation part of proceed with him thereafter in the interview process again we always provide the antler consulting so we encourage you to go to the website sales drive dot info and take advantage.
"sales management" Discussed on Ambition Today
"Invested in myself and as i got better actually found and my lifetime i went through his twelve week program back in two thousand six i mean there was no facebook it was membership size there wasn't all video i mean it was it was a twelve week call a route recorded call in a pdf changed my life and i began working with him when one hired him became a life in cedar this contents but i just the name just hit me you know the sales mr watson doll was resigned yeah i rebuilt tate sales people in that train their managers you know who cesar milan say that he'd rehabilitates the dogs the dogs act up because they don't have strong leadership they're afraid they're anxious do in so as i say i re ability salespeople who's been misled in most sales managers haven't had good sales management training sales leadership training crying they would just hired from within and in the attributes of a good sales hurson usually aren't great for sales manage there are solo preneurs lone wolves aggressive competitive impatient you know now you've got grow a team lead a team in you need different skill sets them so yeah about that name to trademark so you've got this that the sales whisper and i love the name because at the nail g two dogs it's amazing you know you meet you meet dog owners and and they're like oh i don't understand how your dog's so good and my dog isn't it you're like well i do.
"sales management" Discussed on BizTalk Radio
"Systems are in by the way the sales is a business itself and so we always say thank you michael goodwin but we we like to save it systems i would help you work on the business not in the business systems are in the business and the people in the owner run the systems so systems are you kind of ubiquitous to goal setting and getting anything done value in sales is no different it is at business of sales so i so appreciate that we've got a couple of minutes left any other course areas that you'd like to unpack for us before we let you go psychology of selling critical important organization and there's sales management but really the one thing that i think a lot of people in business and sales over luck in psychology so number one every salesperson really needs to understand themselves and this was not an easy thing to do it takes a lot of soul searching and talking to friends and you know getting advice from people what am i what am i what why do that bothers people and we all have good advanced so we're shopping a big problem with that we just have to understand and as i shared with you before i mean my my to talk about things toc soccer sometimes client quieter so number one we need to learn our own psychology and then number two is we have to learn the psychology of every his clients that we work with because they are not going to change and we must adapt to their way of talking way of communicating all kinds of things of psychology.
"sales management" Discussed on BizTalk Radio
"Of sales so i so appreciate that i've got a couple of minutes left any other areas that you'd like to unpack for us before we let you go well i think psychology of selling his critical organization and there's sales management that really the one thing that i think a lot of people in business and sales overlooking psychology so number one every salesperson really needs to understand themselves and this is not an easy thing to do it takes a lot of soul searching and talking to friends and getting advice from people what am i good at what am i what do i do that bothers people and we all have good advance so there's a big problem with that we just have to understand and as i've shared with you before i mean my my talk about talk softer sometimes my client quieter kind of one we need to learn our own psychology and then number two is we have to learn the psychology of every client that we work with because they are not going to change and we must adapt for their way of talking way of communicating all kinds of things psychology got huge part of life well this is a huge part of both life in sales together for sure and one of the things i really appreciate about union approach is that it is elastic it allows for adapting to personality styles it incorporates different personality types that we are this is so so critical because there is a broad spectrum if the two extremes the spectrum you've got introvert look you can take a cessna and come up and these assessments pitched that reports that a quite fascinating i'm not gonna dig into that now but you and i both know that you've got this broad spectrum of people and and we have to be able to adapt and not always do it our way the other thing you said that i think is quite crucial is that we are a part of that relationship right so we're looking at the world through the lens of our strengths and weaknesses and if we're not self aware about how communicate and not aware that route and talking too fast or what have you we're talking too much mike rub a certain personality type the wrong way and.
"sales management" Discussed on BizTalk Radio
"Is about subsistence systems are in by the way sales is a business itself and so we always say this is thank you michael gerber but we we like to say that systems are what help you work on the business not in the business the systems run the business and the people in the owner run the systems so systems are you kind of ubiquitous to to goal setting and getting anything done of value in sales is no different it is at business of sales so i so appreciate that we've got a couple of minutes left any other course areas that you'd like to unpack for us before we let you go well i think psychology of selling is critical i may follow up is important organization and there's no sales management but the one thing that i think a lot of people in business and sales overlook psychology so number one every salesperson really needs to understand themselves and this is not an easy thing to do it takes a lot of soul searching and talking to friends and you know getting advice from people what am i good at what am i weak at what do i do that bothers people and we all have good advance so there's something a big problem with that we just have to understand and as i've shared with you before i mean my my tendency is to talk loud and things like that so i've learned to talk softer sometimes my client as a as a quieter kind of person so number one we need to learn our own psychology and then number two is we have to learn the psychology of every client that we work with because they are not going to change and we must adapt to their way of talking way of communicating all those kinds of things psychology is a huge part of life part of cycles well.
"sales management" Discussed on BizTalk Radio
"Sales is a business itself and so we always say this is thank you michael gerber but we we like to say that systems i would help you work on the business not in the business the systems run the business and the people on the owner run the systems so systems are you kind of ubiquitous to to goal setting and getting anything done value in sales is no different it is business of sales so i so appreciate that we got a couple of minutes left any other course areas that you'd like to unpack for us before we let you go well i think the psychology of selling is critical may follow up is important organization and there's no sales management but but really the one thing that i think a lot of people in business and sales overlook oncology so number one every sales person really needs to understand themselves and this is not an easy thing to do it takes a lot of soul searching and talking to friends and you know getting advice from people what am i good at what am i weak at what do i do that bothers people and we all have good advance so there's nothing a big problem with that we just have to understand and as it shared with you before i mean my my tendency is to talk loud and things like that so i've learned to talk soft or sometimes my client as as a quieter kind of person so number one we need to learn our own psychology and then number two is we have to learn the psychology of every client that we work with because they are not going to change and we must adapt to their way of talking way of communicating all those kinds of things psychology is.
"sales management" Discussed on BizTalk Radio
"Systems are embedded way it'd be sales business itself and so we always say thank you michael gerber but we we like to say that systems i would help you work on the business not in the business the systems run the business and the people on the owner run the systems so systems are kind of ubiquitous to to goal setting and getting anything done of value in sales is no different is business of sales so i so appreciate that we've got a couple of minutes left any other course areas that you'd like to unpack for us before we let you go well i think the psychology of selling critical important organization and there's sales management but rivers the one thing that i think a lot of people in business and sales overlook psychology so number one every sales person really needs to understand themselves and this is not easy thing to do it takes a lot of soul searching and talking to friends you know getting advice from people what am i good at what am i we got what do i do that bothers people and we all have good advance so there's a big problem with that we just have to understand and as i've shared with you before i mean my my tendency is to talk loud and things like that so i talk softer sometimes as a quieter kind of person so number one we need to learn our own psychology and then number two is we have to learn the psychology of every client that we work with because they are not going to change and we must adapt to their way of talking way of communicating all all kinds of things in psychology is a huge part of life well this is a huge part of both sales together for sure and one of the things i really appreciate about.
"sales management" Discussed on Accelerate!
"Okay let's let's jump into your books you've rinsed couple of theme sim primary themes from the book and so you've rent it's called selling charisma the sale system used unwittingly by the world's best salespeople so just to start with define charisma charisma it's somewhat difficult to define but i'll give it a go it's it factor that is in chanting and magnetic it's something that people develop over the course of their lives the best sales people have developed it over the course of their lives and it's the engine driving charisma is non verbal behavior charisma enables a sales person to transfer the emotions that he's feeling projecting directly into the customers minds and how that happens we can we can cover but that's what makes it so mysterious it's really a subconscious process both on the part of the sales person and on the part of the customer and i can i can explain that so like well yeah we'll get into more detail so thanks for comes to mind we talk about selling krizman and yes i'm looking as as something you're born with basically others say that perhaps can be learned but is it a nate are as learned behavior i think part of it might be a night because some of our personalities were extroverted or introverted comes out at very very early age it doesn't seem to be taught but then they're parts of it that you learn so for example if you're keenly observant as a child or growing up and you notice how your smile has an impact on people were how you're confident behavior has an impact on people you suddenly refined this over the period of time and it becomes who you are so you don't really think about it at this point it's just you and then let's say you're one of the best sales people in on the team you're highly charismatic and they promote you into sales management they say train your sales team to be just like you and they can't do it they're never able to do it because what makes them so good is something that's now subconscious of them as a part of their being in how do they train somebody to to you know develop something that they've developed over the core.
"sales management" Discussed on Cortex
"Why is it so full why have you just why have you felt the need to use on every single space city guy got a goal of things to think about i need access to stuff immediately sought so we'll be there i mean there are a couple of applications that i don't necessarily need on the home screen but then it's going to throw out whack balance was reich i have like maybe one or two that i would move away but then yet as though is that the balance there are a couple in their in here that a properly don't need to be there but i look at my home screen every now and then i value way and there is nothing i would take off that screen right now okay and uh we have covered many of these apps many times but i also feel that this is uh this is a few on here that i have no idea what these things are what is pipe drive oh pipe drive is a sales management sierra mtl uh hug hats right okay yes that's my life big with my big grownup adult application my disgust that my corporate sales app right with the mandatory lower case letter logo okay great what is anchor okay so anchor is audio social network they are sponsoring relay fm end up in playing around with their application so okay all right as early as incentive for work too much but yeah there there is a call at bileca okay and canary i dunno canary canaries my home security system.
"sales management" Discussed on The B2B Revenue Leadership Show
"Being rokoszewski performance apartment so i did the same thing when i worked for inside sales as a sales were up eventually got him a sales management there and started company paul converse a sugar after that which was a company with a mission to make call coaching hours streamlined an easier and now i'm do the exact same thing having joined forces looked on back in november two thousand sixteen yeah i mean i've had a lot of experienced this with this as well and you know i think a lot of us either are super open to feedback or completely closed off to it and sales is such a an artistic endeavour the there's a lot of science a structure and everything but we can all be very successful in very different ways and i remember being mike a manager for the first time in a rap calling me up and he he was trying to describe though you know why a deal was going south an and i i literally had to tell me that's not why it's going south and then he goes what what is it i copy you don't listen is to brutally honest with him and he didn't talk to me for a couple of days and i think dan i came up with a a better way with the team is when i found was if you get everyone together and you talk about things that aren't you know personally attached to them we when you talk about you know called a listen ratios good question sequence of questions how to prevent it from going south how to keep the momentum did you do you see that as a powerful tool.