Podcast episode
Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ)
30 Minutes to President's Club20 Jun 202436 min
Description
FOUR ACTIONABLE TAKEAWAYS: Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices. Implement a weekly automated report that evaluates closed lost deals, identify recurring themes or challenges, which can then be addressed in trainings with the team. Customize training programs based on the required duration and intensity, choosing between short-term focused sessions or extended programs with periodic reinforcements Secure commitment from managers and top-performing reps by involving them in training delivery, ensuring their endorsement and active participation to enhance overall effectiveness and adoption among the team. LEVI'S PATH TO PRESIDENTS CLUB: Strategic Sales @ CaptivateIQ Director of Global Commercial Sales @ Outreach Sales Execution Manager @ Outreach Sales Manager, APAC @ Outreach Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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phone calls that something really great happened that I want to either go ahead and reinforce to the team, or maybe there's a massive opportunity that kept coming up over and over again, identifying that opportunity and then coming to your team with a curated list of calls or coming “to that rep with a curated list of calls where the outcome can be somewhat controlled by you based” off of identifying those behaviors ahead of time. Boom. What's number two. Number two is when you are doing the more constructive calling coach closed, lost, or closed, lost deals versus deals that are often in flight. I think knee jerk reaction. I want to jump in immediately and
you identified are, we got to be selling value, we got to make sure we're talking to the right people, and then we need to make it easy to buy from us. How do you then integrate those big three rocks into how you're training and coaching your team over a week, a month, a quarter? “the first one is to do your best to identify trends, right? I think at the” end of the day, we're trying to make the most use of our time and spread that across the greatest amount of outcome. And so anytime that we can identify a trend that's happening either on a large subset of our deals or a large subset of our team, that's typically where we'll focus in