Podcast episode
How to Build Reps Who Don’t Need You on Every Deal | Jason Miller ft. Unify
30 Minutes to President's Club9 Apr 202637 min
Description
Great sales leaders don’t solve problems, they build reps who can. Jason Miller breaks down how to drive focus, coach real skill gaps, and force critical thinking so your team performs without you in the room. 🎙️ ACTIONABLE TAKEAWAYS: Use “poster vs post-it” to drive focus: Set one team-wide priority (poster) and one hyper-specific behavior per rep (post-it) to avoid overwhelm and actually move performance. Don’t tell reps what to do, make them think first: Ask “what would you do?” before coaching. Then reinforce or correct based on your process to build independent decision-making. Force prep through no-AI deal planning: Require reps to manually map out key calls, questions, stakeholders, and outcomes. Critical thinking before the meeting beats post-call coaching. Size problems with extreme ranges to unlock honesty: Frame questions like “are you closer to a 5% or 70% gap?” to make prospects more comfortable revealing the real impact. These Courses Will Get You to President’s Club: 🏋 30MPC Training: 30mpc.com/training ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube
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how often do we get past the pitch into an engaged conversation with the prospect? “And then finally, how many of those engaged conversations actually turn into meetings?” Because I can have two different style of reps, right? I can have a rep that's actually booking meetings, but there's still an area of that four-step process that they can improve upon to book more meetings, or I have a rep that's maybe not-hardly booking anything on the phone, where do you start? And if they can't get people on the phone or get past that first 15 seconds, that's where we focus,
how often do we get past the pitch into an engaged conversation with the prospect? And then finally, how many of those engaged conversations actually turn into meetings? Because I can have two different style of reps, right? I can have a rep that's actually booking meetings, “but there's still an area of that four-step process that they can improve upon to book more meetings,” or I have a rep that's maybe not-hardly booking anything on the phone, where do you start? And if they can't get people on the phone or get past that first 15 seconds, that's where we focus, and then you can do the downstream stuff as you get better and better. Round us out, Jason. What's number three?
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