I was interviewed by Wendy Weiss where I got to share my expertise in helping sales teams achieve significant sales growth.
We discussed the importance of hiring and developing the right salespeople, emphasizing the need for compelling job ads, thorough resume reviews, and effective onboarding programs. I also addressed common stalls that salespeople face and provided strategies for overcoming them. Sales managers face a lot of challenges in providing effective coaching and support, and accountability and understanding salespeople's motivational baselines is an important part.
Here's a sneak peek into our enlightening conversation:
The Art of Hiring a Rock Star Salesperson: How do you attract top talent…. The secret? A compelling job ad and a thorough review of resumes. But it doesn't stop there. A robust onboarding program is key to setting your new hires up for success.
Overcoming Sales Stalls: We all face them, but how do we overcome them? I gave three common stalls and how to tackle them head-on. Remember, not all stalls are reasonable and should not be accepted without question.
The High Turnover Dilemma: Yup, I addressed the elephant in the room - the high turnover rate in sales. I spoke about the importance of due diligence before hiring and the crucial role of sales managers in onboarding and coaching.
The Mindset of a Rock Star Salesperson: What sets a Rock Star Salesperson apart? A burning desire for success. I discussed the challenges sales managers face in providing effective coaching and the importance of understanding the motivational baseline of salespeople.
The Salesology Vault: I introduced listeners to the Salesology Vault, a treasure trove of free gifts from various sales and marketing experts. I encourage you to explore this resource for valuable tools to boost your sales success.
Plus I shared a special report on the hidden mindsets that impact salespeople's effectiveness. Don't miss out on this! http://theguide.vip
Watch the podcast here:
SOME KEY MOMENTS:
The journey to becoming the founder and CEO of Smart Moves [00:01:26] Barbara Spector shares her story of how she started her business in 1997, focusing on hiring and developing the right people for organizations.
Uncovering hidden challenges in sales organizations [00:03:00] Barbara discusses the gaps she noticed in organizations' understanding of hiring, developing, and retaining salespeople, and how her process helps uncover and address these challenges.
Steps to hiring a Rock Star salesperson [00:05:35] Barbara explains the importance of writing a compelling job ad, evaluating resumes effectively, using accurate sales assessments, conducting skillful interviews, and implementing a thorough onboarding program.
The three stalls salespeople face [00:11:39] Salespeople commonly encounter three stalls: "think it over," "price shopping," and "comparison shopping."
The impact of consumer mindset on sales cycle length [00:13:56] Salespeople often accept stalls because they think like consumers, extending the sales cycle.
The cost of hiring and retaining unfit salespeople [00:16:36] Companies waste millions of dollars by holding onto salespeople who are not the right fit and lack proper coaching and accountability.
Coaching on Demand [00:22:38] Salespeople often ask for help, but the help they receive is often technical rather than coaching.
Motivating Salespeople [00:25:12] Sales managers need to understand how salespeople are motivated in order to effectively motivate them.
Challenges of Sales Managers [00:26:31] Sales managers who also have their own book of business may neglect their role in managing salespeople.
