Accelerate Podcast with Andy Paul
September 13, 2017

#565 The Five Hallmarks of High-Performing Sales Organizations. With Norman Behar.

Norman Behar, CEO & Managing Director at Sales Readiness Group, joins me for the second time on this episode of #Accelerate! Also listen to Norman’s first episode, #318.

KEY TAKEAWAYS

[3:34] Norman says the single biggest challenge facing sales teams today is ‘qualification.’ There is a disconnect between the leads generated and the opportunities going into the sales funnel. Norman explains how lead qualification has changed.

[4:45] There is a high percentage of leads not being followed up. So many leads are based on content marketing, and those leads are often not market-qualified. Some companies have a team to follow up these leads, and a team for qualified leads.

[7:44] Sales Readiness Group, with Selling Power, released the “2017 Sales Management Research Report: The Five Hallmarks of High-Impact Sales Organizations.” It covers responsibilities of sales managers. A survey was sent to find best practices.

[10:23] Norman discusses the data from the survey. 17% of organizations have fewer than 25% of reps meeting quota. Assuming the quotas were set right, their managers are not as well-skilled or trained as managers are in the other groups.

[11:55] Sales managers at high-impact sales organizations spend more time coaching. There are two types of coaching: opportunity and skills. Skills coaching is harder for coaches promoted from sales. They haven’t learned the right skills.

[14:42] Survey questions included: Do they make coaching a collaborative process? Do they assess the sales person’s knowledge and skill levels? Are they developing personalized coaching plans for each one of their sales people?

[15:09] Do they plan and maintain an organized coaching schedule? Do they follow a defined coaching program? Respondents noted how important they felt these skills were, and how well they rated themselves on these skills.

[15:35] In high-impact groups, managers spent a higher percentage of their time coaching. Norman offers a suggestion for the ideal percentage of time for managers to spend on coaching, depending on the size and nature of the sales team.

[17:44] 73% of all sales managers receive no training on coaching. This is a missed opportunity. What is more important than training the trainers? Norman always first recommends sales manager coaching training.

[21:46] High-impact organizations are proficient at recruiting and hiring salespeople. Managers need to be trained how to hire. It is critical to know what behaviors are wanted, and how to ask questions to reveal them. Learn to ask great questions.

[27:45] Interviews are more effective if everyone interviewing asks the same questions of each candidate. You can compare consistent data points from each interviewer.

[28:46] High-impact organizations invest more to develop their sales managers, but they may not yet be spending enough. The lower groups are spending much less, if anything, on training their managers. A good program is $1,500 to $3,000.

November 21, 2016

How to Earn Your Black Belt in Sales. With Anthony Caliendo. #311

Joining me on this episode of Accelerate! is Anthony Caliendo, bestselling author of The Sales Assassin: Master Your Black Belt in Sales, motivational speaker (and successful serial entrepreneur.) Among the many topics that Anthony and I discuss are why you need a passion to excel at whatever you do; the three essential traits all successful sales professionals possess; the mental roadblocks that prevent sales reps from learning and growing, and how you can use your inner sales ninja to get to the top.

June 8, 2016

Elevate the Professionalism, and Productivity, of Your Sales Team. With John Smibert.

John Smibert, is the co-founder and CEO of Australia-based Strategic Selling Group. John is on a mission to elevate the professionalism of sales. Tune into this episode to hear John and I talk about how to avoid the pitfalls associated with too much reliance on automation in sales. John also spells out a modern approach to sales training that sales managers should use. Among the many topics we discuss are:

  • Is modern B2B selling becoming too automated?
  • How sellers should focus on maximizing the human touch in their sales.
  • How much time a company should invest in sales training.
  • A new, more effective approach to training sales reps.

 

April 29, 2016

On Accelerate! Now: Episode 145 with Bridget Gleason. The Books ALL Sales Professionals Should Read.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, we take a break from talking about sales strategies. Instead, Bridget and I share some of our favorite books that we believe every sales person, and sales manager, should read. Want to know what you should be reading right now to increasing your reservoir of sales knowledge? Then make sure to join us for this information-packed episode!

April 14, 2016

On Accelerate! Now: Episode 134 with Mohit Garg. How to Accelerate and Improve On-Boarding for Sales Reps

Mohit Garg is the co-founder and Chief Customer Officer of MindTickle. In today’s episode, Mohit and I talk about the challenges most companies face with hiring, on-boarding and training sales reps. It takes too long, is often ineffective and doesn’t produce the desired results in predictable fashion. Listen in as we talk about how companies must change their hiring and on-boarding processes to keep pace in today’s dynamic business environment. Among the many topics we discuss are:

  • Why rapidly shrinking business cycles are making conventional on-boarding and sales training obsolete.
  • What is sales readiness and how can you measure it?
  • How you can accurately determine when new reps are ready to be working with buyers.
  • Why it currently requires an average of 7 months for new sales reps to become fully productive and how that can be changed.
  •  How new technologies like MindTickle can accelerate and improve the process of hiring and on-boarding sales reps.

 

 

December 11, 2015

On Accelerate! Now: Episode 49 Front Line Friday with Bridget Gleason. Preparing Salespeople For Success In The 21st Century

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about a variety of essential sales topics for sales leaders: why it’s important for sales leaders to celebrate the small successes; the importance of helping sales reps develop patience; how to develop and maintain a positive attitude; why sales reps need to physically practice every sales interaction before they talk to the prospect; and, how sales reps can become better listeners. Be sure to listen to this episode today!