Success equals accountability

Just had a great pre-SKO meeting with the sales management team from a successful start-up. One of the topics that came up was holding sales reps accountable. Whether you manage SDR teams, Inside Sales Teams, Customer Success, or Field Sales Teams this is one of the most important topics in sales management. Truthfully, it's equally important in all aspects of business leadership. And ultimately if you want to be successful at anything in life, in any career, being accountable will be the most determining factor. So we decided to discuss, "how to make sales reps more accountable"? For me, as a Gen-Xer, one of the most insightful parts of this conversation was the fact this [...]

Success equals accountability2018-12-07T20:33:24+00:00

Sales is a science, not an art

A lot of people may and probably will disagree with me, which is fine, I think it's a healthy debate. It used to be, and in some circles still is, that the sales reps are known for having "the gift for gab", being a "conversational Cyrano de Bergerac", or a "connoisseur of conversation", whatever. But ultimately that "art" is 100% rooted in science. That science is called psychology or psychiatry. How people make decisions is not an art, it's a psychology that has been talked about for decades. Understanding the science of human behavior and decision making is what's behind this artificial art form people call sales. Whether we are inside sales reps, field reps [...]

Sales is a science, not an art2018-12-07T20:34:08+00:00

Stop calling it a sales playbook. It’s a sales cookbook!

Sports analogies are to sales as urinal troughs are to baseball. They go hand in hand, glove on hand because a baseball game is straightforward. A basketball game is simple. Team A competes against team B. Whoever scores the most points wins. Is it a sales playbook or a cookbook? We compare inside sales to sports because we want sales to be as straightforward as a sports game, with a defined “winner and loser.” It’s easier for us to think of selling as a game, and selling strategies as plays in a playbook. But inside sales isn’t a sport, and treating it as such won’t get you very far in today’s sales climate, because [...]

Stop calling it a sales playbook. It’s a sales cookbook!2018-12-07T20:35:06+00:00

9 Steps To Hack Your Interview Process & Score More Job Offers

My wife thinks I’m crazy for saying this, but I love the sales job interview process. And no, I don’t mean interviewing candidates, I mean interviewing as a candidate. I love it so much that a close friend, Scott Leese, SVP of Sales at Qualia Labs, and I often joke about how if we could make money just by landing job interviews, we would do it full time. Landing, and of course, nailing job interviews is an invaluable life skill, and if you’ve ever had to wade through the job market, you probably know that your single greatest point of leverage is securing multiple job offers simultaneously. This puts pressure on employers to take you [...]

9 Steps To Hack Your Interview Process & Score More Job Offers2018-12-07T20:35:23+00:00