I got the chance to chat with the host of the Positive Polarity Podcast, Dave Molenda. I share how Smart Moves helps sales organizations achieve triple-digit top-line revenue growth by addressing root causes of performance issues rather than just symptoms. We dove deep into my 45-minute online questionnaire that provides 166 data points on sales competency and mindset. We also discuss the importance of vulnerability in personal growth, effective hiring practices using objective assessments, and the significance of ongoing coaching and feedback.
We covered a lot of ground including:
- How to boost your top-line revenue and enhance sales performance using effective strategies
- The critical role of mindset in driving sales and leadership success
- Techniques for identifying and transforming limiting mindsets within your sales team
- How to evaluate sales competencies and mindsets with online questionnaires
- Strategies for overcoming assessment resistance and changing limiting self-talk and mindsets
- Understanding how embracing vulnerability can lead to personal and professional development
- Mastering talent retention and optimizing onboarding processes for new hires
- How to conduct "stay interviews" to gauge and improve employee satisfaction and engagement
- What coaching and soft skills you should develop in your sales team for organizational growth
Key Moments:
(00:05:36) Resistance to assessments and mindset changes
(00:06:40) Blame shifting in sales teams
(00:10:09) The impact of mindset on sales performance
(00:12:18) Strategies for developing a growth mindset
(00:17:43) Overcoming discomfort with money discussions
(00:20:04) Vulnerability and growth
(00:22:36) Retaining top talent
(00:26:27) Revamping job descriptions
(00:29:42) Pre-Employment Assessments
Smart Moves: The Art of Intelligent Decision-Making
Smart Moves was created for companies looking to achieve significant growth. Smart Moves isn't just a clever name I came up with; it is the philosophy that guides businesses, especially in the SMB space, to make informed decisions about hiring, developing, and retaining top talent in sales. My approach is not about quick fixes but understanding the root causes that prevent organizations from reaching their desired growth.
The Sales Conundrum: Embracing Vulnerability and Growth
Sales can be a polarizing topic. Often sale is seen as a necessary evil or a challenging puzzle to solve. My journey into the sales world was born out of a desire for self-sufficiency. With self sufficiency as my motivation it has informed my approach to helping others in the field. It is important to be resolute in an attitude of vulnerability in professional growth, a concept often misunderstood as weakness but is rather a sign of strength and a commitment to self-improvement.
The Hiring Process: Beyond the Resume
When starting the hiring process it is critical to understand what the ideal candidate is for a role. This should encompass what is needed beyond the resume to ensure a good fit. It is vital to use pre-employment tests to maintain objectivity and the necessity of a comprehensive onboarding process, especially for sales roles. This process should span a 90-day period, allowing for sufficient time for learning and reinforcement.
Crafting Job Descriptions: The Candidate's Perspective
There is a significance that should be placed on job descriptions and the importance of focusing on the type of person that is required for a role, not just their skills and experience. It is important to consider the company culture and client expectations in job descriptions. When crafting an ad it should resonate with candidates and provide to them what they would gain from the role.
Assessments and Coaching: The Path to Retention
It is important to use assessments to measure sales competency and the value of objective data in the hiring process. In addition, there should be an understanding of the importance of ongoing coaching and feedback for new hires and the practice of conducting "stay interviews" to understand what keeps employees satisfied and engaged.
Leadership and Empathy: Asking the Tough Questions
Leaders must be willing to ask tough questions while also having empathy in understanding the concerns and needs of employees. It is vital to create a culture that conveys the value of coaching and soft skills training, in addition to product training, to develop well-rounded sales professionals.
Final Thoughts: The Power of Caring
"People don't care about how much you know until they feel how much you care." This underscores the human element in business. Our teams are not just cogs in a machine; they are individuals with lives, families, and daily challenges.
This could be the beginning of a transformative journey for you and your company, unlocking the potential for double-digit top-line growth and a more cohesive, effective sales team.
You can find Dave Molenda by visiting his website HERE
