Accelerate Podcast with Andy Paul
March 23, 2017

Using Data to Drive Effective Coaching. With Duncan Lennox. #413

Joining me once again on this episode of Accelerate! is my guest Duncan Lennox, CEO of Qstream.

KEY TAKEAWAYS

[:37] Duncan is Co-Founder and CEO of Qstream, an enterprise SaaS company. Qstream helps companies drive capabilities of their sales force. Accelerate Episode 106 explains more on Qstream.

[1:29] On average, how much time does a sales manager spend, coaching each rep?

[4:28] Managers would benefit from data on the most effective coaching they can give. Why don’t managers coach better?

[7:36] Inertia keeps organizations back. Two curves are crossing: the pain of the problem, and the ability to leverage data. There is a need to act, and data capture is one way.

[12:19] Sales managers don’t have the data to know how to increases sales, and help reps succeed.

[14:18] Qstream started with the goal of changing behaviors for good. From data they gathered, they saw a second use: data-driven coaching. This became The Coaching Hub.

[16:45] The data is gathered from 3-minute tests the reps take. Scenarios are given, and the reps reply how they would act. What sorts of data do the results generate?

[19:19] An average of 94% reps participate the day they receive a scenario. What else can participation reveal about a rep?

[21:10] How does the dashboard inform the sales manager on the individual needs of the sales reps?

[22:03] How did Qstream rule out the sales problem one company had assumed? How did they uncover the actual problem?

[26:43] How does The Coaching Hub integrate with Salesforce? What kinds of triggers are available?

[29:34] Duncan gives an example of Qstream and Salesforce integration to prompt an appropriate coaching response.

 

March 10, 2017

#402 How to Build Fundamental Sales Habits, With Bridget Gleason.

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

KEY TAKEAWAYS

[1:55] The topic is sales advice. Sound advice is welcome. Shortcuts do not solve problems. New books usually teach old principles in a new way.

[4:43] Accelerate! is not a show about “the one thing you need.”

[5:17] “High anxiety” is not necessary for sales, in the long run. Does the expectation of immediate gratification cause anxiety?

[6:43] Do the basics well, and don’t worry about missing out on anything. Unfortunately that’s not what managers telling their teams.

[10:00] If a hack builds on a foundation, it may work. However, it’s unrealistic to look for “three quick steps,” to achieve consistently good results. Skill doesn’t come from hacks, but from learning and practice.

[11:43] When a CEO is anxious, how can a sales rep relax? Make your investment more about sales education than in sales training.

[15:29] Sales manager training yields a higher ROI than rep training. Companies are not investing enough in manager education.

[17:03] Processes are based on the successful execution of selling habits. Without effective habits, there are no sales. Strong habits reduce stress and make yourself more productively available.

[20:19] Part of building self-confidence is letting go of your anxiety.

[22:13] Well-intentioned hacks may tempt a rep to forget to study, learn, and practice good sales behaviors.

March 3, 2017

How to Plan, Prepare and Travel for Business. With Bridget Gleason. #396

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

KEY TAKEAWAYS

[1:34] The topic is travel advice for salespeople. Bridget travels “incessantly” for her job. Andy hopes all salespeople invest to save time by joining TSA PreCheck. PreCheck applications can done online. International Global Entry has an interview that may take months to get.

[3:22] Global Entry is applied for through Customs. Go online; schedule an appointment. The benefit is saving hours coming in on an international flight, by automating your entry with a handprint.

[5:20] Andy recommends carrying your passport. If you lose your driver’s license, a passport will get you on the plane. Always travel with a copy of your passport.

[8:14] Bridget focuses on staying healthy, and sleeping, while traveling. She is careful what she eats in the evenings before she gets on overnight flights. She wants to board well-rested. She cuts caffeine, sugar, and carbs, and she drinks green juice.

[10:31] Andy exercises everyday, even when traveling, because it helps him with jet lag and the tendency to nod off. If Bridget gets drowsy, she takes a walk instead of getting coffee.

[11:35] Bridget has certain things that are always packed, such as workout clothes and shoes, toiletry and makeup bags, and a little OTC “medicine cabinet.” Preparation reduces stress. Use miles to upgrade if you can. Bridget uses United for perks.
[15:02] Bridget relaxes on her flight. She reads, watches a movie, or sleeps, but she doesn’t work. She wants to minimize her stress. She will take a sleep aid, wear earplugs, a sleep mask, and dress warmly to sleep on a plane.
[16:30] United and American have announced no more overhead bin storage of carry-ons for economy flights. Plans may go wrong. Try breathing exercises and a little meditation while traveling. There will always be things beyond your control. Try to relax.
[19:32] Bridget will have meetings all day when she travels, and then face a day’s worth of email and notifications after. She has to guard her time and energy, and get enough sleep, to face important prospects and customers. Some things have to wait.

[21:27] Andy remembers traveling overseas with no email. If people needed him they sent a fax. Now people are connected 24 hours a day. Set aside time for your needs.

[25:09] Take a photocopy of your passport, or a picture of it on your phone, in case the passport gets lost. Travel is exhausting, but experiencing new places, even for business, is invaluable.
[27:54] Meditation and mindfulness are great tools you need to use while traveling. You are at the whims of the airline.

 

February 24, 2017

How to Have a Mindful, Focused Mindset. With Bridget Gleason. #390

Welcome to another Front Line Friday with my very special guest and co-host, Bridget Gleason. On this week’s episode, Bridget and I discuss a mindset of gratitude, dealing with problems and getting over the frustrations they cause without anger. We also discuss the addiction to digital messaging, and the pitfalls of trying to multitask in sales.

KEY TAKEAWAYS

[:45] Bridget is grateful for life. Experience helps her look over frustrations as they occur, reflecting on past frustrations that were worse, of which the causes were forgotten. She deals with them, goes on, and models and shares this behavior.

[4:36] Give people permission not to get all worked up. Frustration doesn’t need anger, bitterness, or disappointment. It is an opportunity to address a problem, without hanging onto the emotion around it. Don’t be addicted to anger.

[6:43] Andy cites Simon Sinek on challenges Millennials have, including the dopamine-driven addiction to texts, emails, and replies. The anticipation for these creates a distraction. Bridget doesn’t crave the interruptions, especially in the morning.

[8:26] Andy gave a presentation to inside sales reps, and saw people checking their phones. He stopped and asked if they kept their phones on their desk while they were making calls. 100% of them raised their hands.

[9:23] Next he asked, who looks at it, if it buzzes while you’re on a call with a buyer? Virtually everybody. The science is absolutely conclusive. We do not multitask. Looking at a text while talking to a customer distracts you from the customer.

[10:41] Looking at a chat or text, to be “responsive,” to a buyer, while you are talking with another, only makes you less responsive to the person actually talking to you. You may only have this one opportunity with the person on the phone.

[12:16] Chat, with one person managing multiple chat windows, divides attention and concentration on any specific conversation. Invite the chat to move up to another channel that allows more personalized attention, even, maybe, a visit.

[13:49] Are older people going to have to incorporate these quick, short chats into their sales process? As humans, we are incapable of switching our attention rapidly and efficiently.

[14:44] Carnegie Mellon research shows that our test-taking ability (a measure of intelligence) falls after an interruption, to the point of making us 20% “dumber.” In a chat, each separate conversation is sub-optimal.

[16:52] Two multi-tasking people chatting with each other, makes the conversation doubly sub-optimal and unfocused.

[17:39] People who can’t resist trying to do two things at once are suckers for irrelevancy, according to Stanford sociologist Clifford Nass. It is efficient and respectful to focus on one thing. Put distractions away. Put your phone in a drawer, or away.

 

February 11, 2017

How To Hire and Coach the Best Sales Professionals. With Ken Thoreson. #379

Joining me once again on this episode of Accelerate! is my guest Ken Thoreson, President of Acumen Management Group, and author of several books on sales, sales management, hiring, and personal development. Ken’s latest book is, SLAMMED!!! For the First Time Sales Manager.

KEY TAKEAWAYS

[1:01] Acumen Management was started 19 years ago, focused on strengthening sales management, through workshops, blogs, and books, around leading an organization, sales compensation planning, and hiring a high-performance team.

[2:16] Sales managers are often promoted from sales, with no management training. They have a list of management responsibilities, but continue to stick to sales activities, don’t set priorities, and fail to create business and sales plans.

[4:20] The biggest challenge facing sales managers today is their inability to build a process, so they can focus on the execution. Most organizations have poor sales execution.

[5:45] Ken quotes Butch Jones, Football Coach, U of Tennessee, “Every player does not give 110% every day; it’s the coach’s job to increase their intensity and the effort they give.” Coach to align the soul of the individual with the goal of the company.

[6:44] Salespeople need to believe in the company, in the product or service, and in how they can impact their clients. The sales manager needs stories, with real examples of people being helped. Salespeople leave if they don’t believe.

[11:09] “Don’t swing at the first pitch.” If you mis-hire, it costs four times what you paid in salary.

[16:09] Build the right candidate profile, and involve other managers, people in the sales team, and maybe customers, in the choice.

[19:21] Look at your product or service, the client you need to influence, who you want to have approaching them, and what kind of training they will need. You may hire a non-salesperson with product expertise.

[21:50] Assessments are a tool, and they should be more of an indicator, than a screen. Testing is essential. An interview is no place for trust. Let the candidate give a presentation, write a pitch on your product, or be tested in a social situation.

[26:36] Hire slow; fire fast. Take everyone through the hiring process. Do not skip a step. Just like the sales process, it’s there to qualify the candidate.

[27:58] Ken gives sample interview questions, and the reasons for them.

[30:34] Ken recommends clients start a book club, and discuss the book for 15 minutes in every weekly sales meeting. Andy mentions his 15-minute daily reading program for clients.

December 27, 2016

How to Power Down Stress to Power Up Your Business. With Robert Mallon and Bill Watkins. #340

Joining me on this episode of Accelerate! are my guests Robert Mallon and Bill Watkins. They are the Founders of the Rusty Lion Academy. Among the many topics that Robert, Bill, and I discuss are, their experiences that brought them to coaching, how physical neglect leads to burnout, and how procrastination and hesitation block success (and how to power through these negative behaviors.)

December 22, 2016

How to Get the Biggest Return on Sales Training. With Steven Rosen. #337

Joining me for the second time on Accelerate! is my guest Steven Rosen. Steven is the founder of Star Results, an author, speaker, trainer and expert on training sales managers. Among the many topics that Steven and I discuss are Steven’s rise from sales on the street, to a view from the C-suite; the conundrum of companies under-investing in the development of front line sales managers; various components of leader development and coaching; and what leaders can do, if they are not being developed by their company.

November 19, 2016

How the Human Touch Accelerates Your Sales. With Ali Mirza. #310

Joining me on this episode of Accelerate! is Ali Mirza, Founder and President of Rose Garden Consulting, and author of the ebook, A Salesperson’s 30 Rules to Success. Among the many topics that Ali and I discuss in this episode are the biggest challenge facing sales reps in today’s business environment, the problems that can result from relying entirely on big data to manage sales, and the importance of really getting to know your prospects, their character types and their buying triggers.

November 14, 2016

How to Make Sales Training Work for You. With Glenn Mattson. #305

My guest on this episode of Accelerate! is Glenn Mattson, President of Mattson Enterprise, Inc., a Sandler Training Consulting and Training firm. Among the topics Glenn and I dig into in this episode are why most sales training is not effective in producing improved performance, how to understand emotional drivers of behavior change, and why sales training that doesn’t focus on personal change is pointless.

October 31, 2016

How to Rebuild Your Confidence. With Molly Fletcher. #293

Joining me on this episode of Accelerate! is Molly Fletcher, CEO of the Molly Fletcher company, motivational speaker, entrepreneur, coach and author of 3 books: A Winner’s Guide to Negotiating: How Conversation Gets Deals Done, The Business of Being the Best, and The 5 Best Tools to Find Your Dream Career. Prior to starting her company, Molly was President of client representation for the sports and entertainment agency, CSE, where she spent 2 decades as one of the world’s only female sports agents, and has been nicknamed the “female Jerry Maguire” by CNN. Among the many topics Molly and I discuss in this episode how to rebuild your confidence after a set back, the important differences and similarities between selling and negotiating, and how to create and utilize a personal mission statement to help you achieve your goals.