Salespeople are made not born. If you have the right people in your organization the best thing for your company is to support and develop existing talent. Sales managers should work together with their team members to identify what characteristics are needed to be a professional salesperson. And emphasize how important sales is to your company empowering them to have authentic conversations with clients as peers. As often younger salespeople will attempt to befriend the client instead of having an equal conversation out of a need to be liked.
Key Takeaways:
[1:53] Sandler addresses skill gaps in companies large and small
[3:35] Structures and strategies
[5:30] Negative perceptions of sales starts early i.e. Head trash
[8:47] Who is really in the position of power?
[10:34] Authentic conversations with your peers
[13:29] People buy emotionally, they make decisions intellectually
[17:25] The ideal salesperson has these characteristics
[22:00] Salespeople are made not born
[23:39] Understanding existing issues that need to be addressed
[26:52] The role of a sales manager is to develop their people
[29:20] Hold employees accountable to their own goals first
[30:58] Using a parenting book as a guidebook for sales managers
[33:04] A hallmark of good sales leaders
[33:46] An example of transformational leadership
[36:44] Adam Boyd on LinkedIn
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