Podcast episode
Reignite Your Remote Sales Team With This One Tactic | Todd Caponi
30 Minutes to President's Club3 Apr 202535 min
Description
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course FOUR ACTIONABLE TAKEAWAYS Run firmographic sprints with customer interviews. Ask about headwinds/tailwinds, KPIs, where they learn, and which sales emails stand out to better understand their world. Prep customers before training sessions. Make it clear their job is to teach the buyer’s world—not give a product testimonial—so reps get true industry insight. Structure sprints for learning and sharing. Start with external education, then shift to reps sharing industry insights weekly to build confidence and fluency. Use recognition over cash to motivate. A visible $100 spiff with scarcity and public praise was more effective than a quiet commission boost. Recognition > raw dollars. PATH TO PRESIDENT’S CLUB Founder, Speaker, & Workshop Leader @ Sales Melon Author (The Transparency Sale & The Transparent Sales Leader) Managing Director @ VentureScale Chief Revenue Officer @ PowerReviews RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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reps smarter about that industry? And part of it was because there was a consultant available that had come from the space, the aerospace and defense industry, older dude worked in it forever. We brought him in and first thing we did was just go, Hey, let's just teach the reps. So we didn't shrink territories. I don't advocate for that. “I advocate for, Hey, let's build confidence in a lane so that you just want to call” them. Your confidence builds and your confidence becomes contagious. So we brought them in. There was essentially four things that you can do in a sprint. We asked them number one in the aerospace and defense industry, what are the headwinds and tailwinds in the industry? Like what's going on that we should all know about?
would come in and teach us something. Hey, I read this article. Here's what I learned. Here's something that's going on. Here's some legislation that's happening that affects everybody in this industry that if we can speak that language, that's valuable. Here's a conference they're all going to. So it ends up feeding down. So you've got customers. “If you've got marketing, focus their case studies on those and help educate us on the” details of that. Because again, like we said, still value in knowing what problem did we solve and how did it work and the whole process, what went well, what didn't. But then we started encouraging the reps to come teach us at sales meetings. It's not just us giving updates and talking about the forecast. So again, make us smarter about the industry.
that sales leaders can exhibit, but what is one bad habit that all sales leaders should break so that all the sales teams out there get a little bit better? Man, one, it would be hard because I have like 400, but I think one of the bad habits goes back to what you measure and how you forecast. Because we talked about that, I'll pick that one. “Be careful when you are measuring pipeline load.” One of the things that I used to do wrong that I wish I would have known better is I used to measure my team to, hey, at all times, you got to have 4X your quota and pipeline, why don't you? Arm on, you only got 3X. And what would you do? You'd go fill it with 4X filled with crap.