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

The Perfect Handoff: Best practices for conducting the SDR to AE handoff

Inside sales has come a long way in recent years. One of the fastest growing trends in inside sales is having a team of both inbound and outbound sales development reps (SDRs) handle things at the top of the funnel. The SDR’s primary responsibility is to make sure that anyone who talks to a sales rep is actually worth everyone’s time, both the potential buyer and the seller. In short: qualifying the person. We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the [...]

The Perfect Handoff: Best practices for conducting the SDR to AE handoff2018-12-07T20:33:54+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

One cannot preach accountability without first discussing awareness.

One cannot coach the concept of accountability without first speaking to awareness. Awareness of yourself as an individual first. Understanding you are not your thoughts, you are not your feelings, you are not your emotions. You are just you. Only then can you speak as a leader to help others become self-aware. Helping them to understand they are not their thoughts, they are not their feelings or emotions. They are just themselves. Once you can understand the concept of awareness, you don’t even have to agree with this definition, just understand we must be aware. Then you can start to teach accountability. At best you can encourage people to be more accountable based on their [...]

One cannot preach accountability without first discussing awareness.2018-12-07T20:34:23+00:00