Podcast episode
Communication Hacks to Unleash Your Sales Team’s Full Potential (Jake Dunlap, Skaled Consulting)
30 Minutes to President's Club22 Feb 202433 min
Description
Check out Jake’s new book The Innovative Seller: Keeping Peace in an AI and Consumer-Centric World and order your copy today! FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Allocate your time into now, near future, and far future to identify true priorities. Use two-week blocks to understand where those priorities fall at any given time. When managing promotion expectations of reps, communication and clarity from you as a leader is the only way you can help them move up their place in line. Hitting numbers is table stakes, so be clear on what the above-and-beyond things are that get your reps to the front of the list. Figure out the problem that nibbles 20% percent of your day every single day and solve the entire thing before that consumes the entire 100% of your day. PATH TO PRESIDENT’S CLUB CEO @ Skaled Consulting VP Sales @ Nowait, Inc. (acquired by Yelp) Head of Sales & Customer Success @ Chartbeat Vice President of Sales, Success, and Sales Operations @ Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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When you do that, you can push down some of those needs to check in. I don't know when it became the one-on-one's job to check in on data that should be readily available. But my friends, that's not where you should be spending. If you're a frontline sales manager and your one-on-ones are checking on pipeline, you're lazy because you can go do “that yourself. Go look at Salesforce, go do that, and then show up to the meeting prepared.” And to talk about these two things that you saw were discrepancies. So because we don't clean up the data and the forecast, we keep punting that. So then we're trapped in the hamster wheel, these stupid one-on-ones and these stupid pipeline meetings where the data isn't consistent anyway. So everything's based on people's opinions on what's going to close. And if you fix that and everyone's marching to the same beat,
So because we don't clean up the data and the forecast, we keep punting that. So then we're trapped in the hamster wheel, these stupid one-on-ones and these stupid pipeline meetings where the data isn't consistent anyway. So everything's based on people's opinions on what's going to close. And if you fix that and everyone's marching to the same beat, and the data is already being ingested because there's tools now where sales people don't even “have to enter in a lot of data themselves anymore, it stops your ability from having” to check in on dumb stuff. So that to me is probably like, if you said, Jake, what's the most common one? It's data accuracy. And I know that sounds boring, but it's so freeing. You nail your sales stages. You are very crystal clear on the definitions of each. There's small non-required fields. You use forecast categories so reps can put their