Accelerate Podcast with Andy Paul
February 9, 2017

How to Increase Sales Productivity with Transparent Reporting. With Travis Truett. #377

Joining me on this episode of Accelerate! is my guest Travis Truett, Co-Founder and CEO of Ambition, an enterprise-grade sales productivity platform.

KEY TAKEAWAYS

[3:18] Ambition is a sales productivity platform focused on employee experience and engagement.

[7:17] There are more Millennials in the workforce than any other demographic, and they are more willing to leave a job. Companies who want to keep them will accommodate them.

[9:06] Ambition connects your digital systems together, and allows a business team to tie KPIs around the data. You can track quotas, pipeline movement, activity metrics, and productivity metrics (such as the demo-to-opportunity ratio).

[10:09] On top of KPI classes, there can be layered gamification scorecards, goals, competitions, analytics, leader boards, to drive motivation and recognition. This transparency is effective for employees and the managers coaching them.

[12:17] Ambition is tailored to highlight what is important, and where an employee can improve, as opposed to just counting activities. Scorecards have customized daily activities, and weekly and quarterly objectives.

[14:23] Based on the scorecard, there is a productivity quadrant where employees are mapped on a graph, input against output. This is transparency that enables specific coaching, and even suggests helpful changes to CRM metrics.

[16:50] Ambition provides transparency, accountability, and the insights to have better conversations between manager and employee.

[17:29] Ambition outbound targets sales organizations, as the intended market, but other types of organizations have been calling Ambition.

[19:48] Using Ambition, Continuum has increased Salesforce utilization by 86%, because reps want their activities recorded, for the competition. When CRM is used, the data is analyzed.

[22:07] To use a paradigm of candy, aspirin, and vitamins, Ambition’s TV Leader Board (recognition) is candy, fixing a pain point for an employee (transparency, how they are doing) is aspirin, and the Scorecard (areas for improvement) is vitamins.

[24:40] Ambition takes training, but it helps change behaviors. Its objective is to improve the performance of the middle 70% that just need help, and want to do better. Employee retention is a benefit of Ambition through transparent real-time data.

[28:08] Ambition measures sales productivity by measuring average rate of input divided by targeted output. The quadrant changes in the month as inputs and outputs are entered.

 

December 1, 2016

How to Gamify Sales Productivity. With Jeremy Boudinet. #319

Joining me on this episode of Accelerate! is my guest
Jeremy Boudinet. Jeremy is Director of Marketing at Ambition, a sales productivity platform that drives people and process with goals, scorecards, contests, and analytics. Among the many topics that Jeremy and I discuss are the origins of Ambition, the transparency and accountability that gamification provides in sales, what kinds of sales organizations are a good fit for gamification, and how Ambition implements gamification to help improve sales productivity.

July 5, 2016

How to Get Unstuck in Life, Business and Work. With Jason VanOrden. #192

Jason VanOrden is an entrepreneur, author, and speaker who co-founded Internet Business Mastering, where he shares tips and resource about online business, content marketing, the science of influence and living with purpose. Jason helps thousands of entrepreneurs realize their vision of pursuing their passions, being their own boss, creating their own schedule and living a lifestyle they truly desire. In today’s episode, Jason and I discuss how to get unstuck in life, business and work. Join us to hear more about:

  • How Jason discovered his path to business ownership.
  • Creating baby steps towards change with Tiny Habits.
  • Surrounding yourself with success and support.
  • Finding an accountability partner, a framework, and a mentor.
  • Plan for success and start Now, don’t wait!
June 13, 2016

Transition, Transform, and Evolve: Moving to Your Business to the Next Level. With Steve Rodgers. #176.

Steve Rodgers, is a speaker and the author of From Lead to Gold: An Entrepreneur’s Guide Through Transition, Transformation and Evolution. He was formerly President and CEO of Prudential California Realty (a company owned by Warren Buffett.) In this episode, Steve discusses how to effectively use the power of transitions, both in business and life, to help you to transform and evolve to higher levels of productivity and satisfaction. Among the topics we discuss are:

  • What it was like to work for Warren Buffett
  • Why growing companies struggle to maintain their culture and vibe.
  • How to achieve more success by evolving from a money-centric mindset to purpose-driven mindset.
  • Recognizing the early warning signs of burnout. And what to do.
June 10, 2016

How to Maintain Your Sales Motivation. With Bridget Gleason

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I talk about what sales reps, and managers, can do to maintain high levels of personal sales motivation. Among the topics we discuss are:

  • The importance of fully understanding your role.
  • How to stay motivated throughout the entire sales process.
  • What other elements of your life can you draw on to bring your energy back to the workplace?
  • What are healthy internal motivators sales professionals can draw on?
  • How meditation and mindfulness can help you maintain your focus and your drive.

Special announcement for Accelerate listeners! Bridget and I are going to devote an upcoming episode of Accelerate! to answering your questions in regards to difficult sales challenges, particular sales management issues, or tricky sales situations with customers. Please email me at andy@zerotimesselling.com with your name, title, question and a short description of your situation to provide us some context. Send us your questions and we’ll apply the hard-earned wisdom gained through our vast and varied sales experiences to help you.

 

June 7, 2016

Your Emotional Intelligence (EQ) Is Your Key to Success. With John Murphy.

John Murphy is a European-based executive coach who works with senior executives, business owners, and management teams to help them achieve their business objectives. In this episode, John discusses how to bolster your emotional intelligence and how to find motivation, purpose and success beyond just making money. Among the topics we discuss are:

  • Why is emotional intelligence an essential component to success?
  • How do you self-assess what your EQ is? And where your weaknesses lie?
  • Should making money be the sole purpose for your business?
  • How do you find your purpose in business?
  • Does your business purpose align with your company’s vision?

 

May 16, 2016

On Accelerate! Now: Episode 156 with Jim Cathcart. What’s Holding You Back from Sales Success?

Jim Cathcart is a leading sales expert, world-class keynote speaker and an international best selling author of The Acorn Principle and Relationship Selling. Jim was inducted into the Professional Speakers Hall of Fame and has delivered over 2,800 professional speeches around the world. In this episode, Jim and I talk about sales success and how the top sales reps motivate themselves to reach the top and stay there. Among the many topics  we discuss are:

  • What separates the top sales performers from the rest?
  • How do you become an expert and speaker if you think you have nothing to say?
  • How anyone can develop self-belief using The Acorn Principle.
  • How to cultivate your drive and desire to succeed.
  • How to discover what’s holding you back?
April 19, 2016

On Accelerate! Now: Episode 137 with Dave Sanderson. The Life Lessons, and Sales Lessons, I Learned from Surviving US Airways Flight 1549.

Dave Sanderson was a salesperson on a normal business trip to visit customers when he boarded US Airways Flight 1549. He was also the last passenger off the plane as it floated, partially submerged and taking on freezing water, in middle of the Hudson River.

Dave is an inspirational speaker, author, and survivor. He is the author of Brace for Impact and Moments Matter: How One Defining Moment Can Create a Lifetime of Purpose.

Listen to this important episode as Dave discusses how his life was changed forever on January 15, 2009, how he instinctively risked his life to put everyone else’s safety above his own and how this has transformed the way he leads his life. Dave shares important life lessons and sales lessons he learned from this event. Don’t miss this!

March 10, 2016

On Accelerate! Now: Episode 109 with Tim Wackel. Planning, Preparing, and Engaging are the Basics of a Winning Sales Process.

In this episode, Tim Wackel, a top sales trainer and an expert on making a better sales presentation, discusses how preparation is the key to developing and presenting the perfect sales pitch and getting a sale. Included among the questions we discuss are:
  • Why is it important to ask the right questions before your sales pitch?
  • Who should you focus more of your efforts on in training: the top performers or the middle class performers?
  • Why you want to ensure the company you are working for has a compelling message.
  • What is the 30/20/10 Rule and why is it important?
  • How to train sales reps to become better at asking questions.
January 8, 2016

On Accelerate! Now: Episode 65 with Anthony Iannarino. What’s the Most Important Sales Resolution You Can Make For 2016?

Anthony Iannarino is one of the most influential sales bloggers, an international speaker and business coach, and a successful entrepreneur. He understands in detail what it takes to grow a business. And, in this episode, Anthony quickly drills in on the one area where every sales rep should focus their time to in order to grow their book of business in 2016. Don’t miss this. He also describes why business acumen is not just a buzzword, but, an incredibly important skill that sales reps need to develop in order to maintain their relevance to their customers in 2016 and beyond. Anthony also details the steps you need to take in order to continuously increase the level of value that you deliver to prospects during your sales process. And for sales mangers, he provides a guide for how to hire sales candidates that possess the necessary business acumen to be a value creator for their customers. Finally, Anthony provides a detailed breakdown of the four main areas you need to focus on if you want to really kick off 2016 in a strong fashion. Are you really ready to start off 2016 strong? Them this is a must listen episode for all sales reps and sales managers.