WHAT THE WORLD'S BEST SALESPEOPLE ARE DOING - The Brutal Truth about Sales Podcast
Summary
TLDRIn this interview, Jeff Kylie, a seasoned sales leader with a background in college football coaching, shares his journey into sales and the parallels he draws between sports and sales. He emphasizes the importance of discipline, handling rejection, and the competitive nature required for success. Jeff discusses his mentorship experiences, the significance of solving problems over selling, and the value of a robust sales process. He also touches on the traits of a successful salesperson, such as active listening, empathy, and competitiveness, and offers insights on sales leadership and the importance of a structured sales approach.
Takeaways
- 🏈 Jeff's background includes coaching college football and over 20 years in sales leadership, primarily in Professional Services and Financial Services Industries.
- 🔥 A competitive streak and camaraderie from sports can translate into a successful sales career, focusing on team environment, consistency, and handling failures.
- 🚀 Jeff was introduced to sales by his brother, which led to a significant career shift and a move to Florida to open a new office.
- 🌱 A key mentor, Jim, emphasized the importance of understanding personal motivations and anxieties, and adopting a problem-solving approach rather than traditional selling.
- 🤝 Trust and relationships are central to sales success, with the belief that one should not sell but solve problems, even recommending competitors if it benefits the client.
- 🧗♂️ Sales professionals should be well-versed in the industry and competition to uncover and address client challenges, avoiding the commodity trap by focusing on service advantages.
- 🔍 Active listening, empathy, ego drive, and competitiveness are traits of a successful salesperson, with an athletic background often correlating with sales success.
- 📈 Consistent effort in prospecting and disciplined sales processes are critical for building a robust pipeline and achieving sales goals.
- 🛠️ Sales leaders should focus on growing their team's skills, providing field coaching, and ensuring consistent sales practices rather than just managing CRM reports.
- 🔗 Having a proven and repeatable sales process is essential for guiding sales reps and achieving consistent success across different industries.
Q & A
What was Jeff's background before he entered sales?
-Jeff was a college football coach for four years and had two other jobs while coaching. He then transitioned into sales after a suggestion from his brother who was in sales.
How did Jeff's experience in college football influence his sales career?
-Jeff's competitive streak from football and the camaraderie and discipline from team sports helped him adapt to the team environment and high-performance demands in sales.
What was the turning point for Jeff to leave coaching and start a career in sales?
-Jeff's brother introduced him to the president of his company, who then offered Jeff a role in sales, which led him to move to Florida and begin his sales journey.
Who was a significant mentor for Jeff in his sales career?
-A man named Jim, whom Jeff met at the Tampa Airport, became his mentor. Jim took him golfing and spent the entire time mentoring and advising him on sales strategies.
What philosophy does Jeff have about selling that differentiates him from traditional sales approaches?
-Jeff believes in having conversations to identify problems that he or his organization can solve, rather than traditional selling. He focuses on problem-solving rather than just making sales.
How does Jeff define success in his sales career?
-Jeff defines success not just by closing deals, but by finding opportunities and problems that he can solve, navigating complex organizational challenges, and building trust and relationships.
What is Jeff's approach to dealing with rejection in sales?
-Jeff views sales as a competition with oneself, handling rejections as part of the process, and focusing on the discipline and consistency required to perform at a high level.
How does Jeff avoid falling into the commodity trap when selling services?
-Jeff avoids the commodity trap by having a disciplined sales process, focusing on the value of the services he sells, and ensuring that he represents offerings that have significant advantages for buyers.
What advice does Jeff give to salespeople regarding preparation before meetings?
-Jeff emphasizes the importance of thorough preparation before sales meetings, comparing it to an athlete's need to warm up and have a game plan before playing.
What does Jeff believe is the role of a sales leader in supporting their team?
-Jeff believes a sales leader should focus on growing their team's skill set, providing field coaching, and ensuring consistent sales processes, rather than just focusing on results and CRM reports.
How does Jeff's experience in sports translate into his approach to sales?
-Jeff's sports background instilled in him the importance of consistency, discipline, and the ability to perform under pressure, which he applies to his sales approach by maintaining a rigorous and methodical sales routine.
Outlines
🏈 Transition from Football Coaching to Sales
Jeff shares his background, transitioning from coaching college football to a career in sales. He discusses how the competitive nature and team dynamics of football parallel the challenges and camaraderie found in sales. Jeff's entry into sales was prompted by his brother, leading to a move to Florida and a new career path. He emphasizes the importance of consistency, handling rejection, and the self-competition inherent in sales, drawing a direct line from his football coaching experiences to his success in sales leadership roles across various industries.
💼 Sales Philosophy and Mentorship
Jeff outlines his sales philosophy, focusing on problem-solving rather than traditional selling. He recounts a pivotal mentorship experience with a colleague named Jim, who emphasized the importance of understanding personal motivations and overcoming sales anxieties. This mentorship solidified Jeff's approach to sales as a consultative process aimed at identifying and addressing client problems. He also discusses the significance of trust and relationship-building in sales, and how his sales style has been shaped by the need to validate problems and solutions, often leading to honest recommendations even if it means referring clients to competitors.
🚀 Avoiding the Commodity Trap in Sales
Jeff discusses strategies for avoiding the commodity trap in sales, highlighting the importance of a disciplined sales process and the ability to walk away from deals that don't align with client needs or company values. He shares a memorable lesson from a negotiator involved in the Salt Treaties, emphasizing the need to care but not too much, which translates to having a robust sales pipeline. Jeff also connects this back to his football experience, drawing parallels between consistent training and the consistent effort required in sales to maintain a healthy pipeline and avoid commoditization.
📈 The Importance of Preparation and Sales Leadership
Jeff stresses the critical nature of preparation in sales, comparing it to an athlete's pre-game warm-up and strategy. He critiques the trend of under-preparedness, especially in video conferencing settings, where the lack of a captive audience requires even more meticulous planning. Jeff also touches on his philosophy of sales leadership, advocating for a focus on team growth and skill development over mere result tracking. He argues for hands-on leadership, including ride-along coaching and immediate feedback post-sales calls, to truly develop a sales team's capabilities.
🌟 Qualities of a Successful Salesperson
Jeff identifies key traits of successful salespeople, including active listening, empathy, ego drive, and competitiveness. He reflects on the importance of these traits in driving sales performance and the ability to connect with clients. Jeff also discusses the value of having an athletic background, which he's observed in many successful salespeople, possibly due to the competitive nature and discipline ingrained through sports. He emphasizes the need for salespeople to be knowledgeable about their industry and solutions, as clients expect expertise and value in the interactions.
🛠 Fractional Leadership and Building Sales Processes
Jeff shares his experience in fractional leadership, where he supports small businesses that lack the budget for a full-time high-caliber sales leader. He highlights the need for a proven and repeatable sales process, which is often missing in smaller organizations, leading to inconsistent success among sales teams. Jeff discusses the reactive nature of sales without a defined process and how providing a structured approach can elevate performance across the board. He also shares his passion for helping sales teams grow through consistent guidance and the excitement that comes from seeing a team improve with focused attention.
Mindmap
Keywords
💡Sales Leadership
💡Professional Services
💡Sales Process
💡Competitive Streak
💡Sales Coaching
💡Consistency
💡Pipeline
💡Fractional Leadership
💡Sales Training
💡Empathy
Highlights
Jeff's background includes coaching college football and over 20 years in sales leadership.
Sales appealed to Jeff due to its competitive nature and team environment, reminiscent of his football coaching days.
Jeff's transition into sales was facilitated by his brother and a chance meeting with a company president.
A pivotal mentor taught Jeff the importance of understanding customer problems rather than just selling.
Jeff's sales approach focuses on problem-solving and building trust, rather than aggressive selling.
He emphasizes the importance of validating problems and solutions in the sales process.
Jeff discusses the rarity of 'buffoon buyers' and the need for sales professionals to understand organizational challenges.
He shares his experience of working for large companies and selling services over products.
Jeff explains how to avoid the commodity trap by focusing on the value of services and a disciplined sales process.
Consistency in sales efforts, such as regular prospecting, is key to a robust pipeline, according to Jeff.
Preparation is crucial for sales success, and Jeff discusses how many salespeople avoid this crucial step.
Jeff stresses the importance of sales leaders focusing on growing their team's skills rather than just results.
He shares his belief that sales training should happen in the field with immediate feedback, not just in classrooms.
Attributes of a great salesperson include listening skills, empathy, ego drive, and competitiveness.
Jeff discusses the importance of industry knowledge and how it can set salespeople apart in meetings.
He shares his journey into fractional leadership and the need for small businesses to have access to sales leadership.
Jeff highlights the importance of having a proven and repeatable sales process for consistency and success.
He provides contact information for those interested in connecting or following his work.
Transcripts
hey Jeff thanks for joining us today as
a way of getting started give a little
background of yourself sure absolutely
so um husband father uh been in sales
fundamentally my entire career spent
four years coaching college football and
then jumped right into sales and uh
haven't looked back uh been both in an
individual contributor role and then the
past 20 so years in sales leadership
roles in a variety of Industries but
primarily Professional Services and
Financial Services Industries yeah but
why sales for you well you know it's
interesting um you know my background I
mentioned I I coached college football
for four years and and so there's a
little bit of a competitive streak in me
I bet and
um but it's interesting the you know and
again I didn't realize this at the time
but um I
think to replace that
camaraderie from the locker room from a
team and the the discipline needed to
perform at a high level on the field is
very I mean you can just trace it back
to what you need to do to be successful
in a sales Ro right um because you're
all typically you're operating within a
team
environment it's consistency in effort
it's consistency in approach right it's
being able to handle the the failures
and the rejections and the losses Etc um
and it's about the closest thing you can
come to kind of replacing that
competitive fire right you're you're
always looking for something to compete
on and so but ultimately you know
looking back it's really you're
competing with yourself it it's because
of the the amount of rejection and and
the push back and you know you know in
baseball if you bet 300 you're making
the Hall of Fame and in s is if you bet
200 you're probably going to presence
Club yeah right it's true yeah but
college football coach did somebody kind
of tap you on the shoulder and go Jeff
this is not what you should do the rest
of your life what was actually yeah it's
a great question so I was uh uh
fortunate to um um be hired as a coach
at the school I played in and I played
at division three level football so
so I I had two other jobs back then when
I was coaching so there was no money no
money in it yeah yeah and one of my
older brothers was in sales and uh he
said hey why don't you meet with the
president of my my company and it was in
the computer industry back selling
computers to corporations back when you
could make a lot of money doing that and
uh the president and I hit it off and he
said um how do you feel about I was in
living in Pennsylvania he said how do
you feel about Florida and I I said oh I
love Florida he said 'great I want you
to move down there and open up an office
with your brother who was my brother was
down there
so the uh the Kylie boys went after it
down in uh Florida and and really had a
had a great time that kind of got me
hooked on on the whole sales process and
was your brother one of your first
mentors as far as selling or oh no no no
no he was
not he was not
did I touch he's a no no he's a great
salesperson but his style and my style
are totally different and so I actually
had a very good uh Mentor um it's a
great story if you don't mind so um I'm
living in Miami and I'm um my territory
is Central Florida so any sales meeting
I have I'm on a plane flying up to Tampa
Orlando and uh so I book
a couple full days of meetings and
there's a guy who's a sales I don't know
what his title was he just flew around
the country and and kind of rode along
with salese and it was a I was in the
networking business at the time and and
so I met him at the Tampa
Airport and um he said what's our
schedule like and I said well we have a
meeting at 10: and a meeting at 12 a
lunch and he said all right cancel the
first two
meetings and I go excuse me he goes yeah
cancel the first two meetings he goes I
got to take you some where and so we
jump in my rental car and he takes me to
the public golf course by the Tamp
airport we play around the golf and he
just preaches and mentors and talks for
the entire round of golf on just getting
to know me getting to know what my
motivations were and what my what what
any anxiety I had Etc and
so Jim was a great mentor and we we we
rescheduled those meetings for the
following day and and uh he he was just
a very interesting guy and he kind of
he's the guy who kind of put into my
head
that's you're not sell I don't sell I
I'm I'm having conversations with people
and to try and identify if there was a
problem that my organization or that I
can solve maybe it's not my organization
maybe it's another organization but
that's been my Approach in sales my
entire career so I've never I've always
been in sales but I've never felt like
I've been selling I've always felt like
I've been solving problems or
potentially solving problems for
organizations or for individuals at
those organizations yeah and is that
what you attribute your success
to um I I I certainly do because I am
definitely I'm almost a skeptic in some
sales environments
where I I really need to
validate what the problem is and more
importantly validate whether I can solve
and I have there has been many
situations and some of my former
employers probably will cringe hearing
this there were many scenarios where I
recommended someone else I didn't
recommend my company I recommended
someone else because at the end of the
day it's a relationship right no like
and Trust like I want people to trust me
I don't buy anything from someone I
don't know like and Trust never bought a
single thing right um and I just find
that what gets gets a rise out of me in
the sales environment um and I've been
doing it for a long time it's not
closing the deal for me I mean that's
great right we all want to close the
deal but what's what really gets me
excited is finding an opportunity a
problem that I know that we can solve
and it's a very complex environment have
to navigate a bunch of different
personal and organizational roadblocks
or challenges that's what gets me
excited yeah and
the if you if you find those and you
have a good
solution I I know fairly early on in the
sales process that we're probably going
to close
it do they have to have active pain or
were you good
at yeah um you know I I was having a
conversation with uh a client the other
day and and um I said to them I said you
know I don't know if there's any buffoon
buyers left right like like I I I I
don't I I haven't found any in a while
right so um I think the job of AA of a
true sales
professional is really understanding the
organization and and what the challenges
are you can create an issue right you
can uncover an issue that the prospect
didn't even know they had but in order
to do that you need to be very
well-versed and on the industry their
industry their challenges what their
competition is doing and more
importantly what your solution can
provide yeah if you if right I I mean to
to me that's that's the key that's the
mark of a true sales professional yeah
and you were selling for pretty big
companies too yes yes so I have been uh
it's funny I I I've been very fortunate
too because I've worked for
organizations where
outside of selling computers early on in
my sales career I've never really sold a
product so I've always sold services and
I think that provides a a a significant
Advantage um in terms of being able not
falling down the commoditized path right
your your products not getting
commoditized or undercut in price I mean
of course that happens in Services as
well but I've been fortunate to work for
organizations where I truly felt that
what I was representing the service I
was representing really had significant
advantages for the buyers of that
service right so it was easy to get
behind it easy to easy to be proud of
what you were doing Etc and I've met
salespeople that haven't been able to be
in those situations in the past and I'm
sure that's pretty challenging but um
but yeah I mean the big companies um
that I've worked for it called on large
organizations and I think that's
something that probably excites me or
attracts me to the complexity of the
sale the larger the organizations the
more complex and especially today I mean
it's buying committees for the most part
right it's very very rare that there's
single single bu for one
person
unfortunately yeah I mean typically
there's one person who really
cares oh there's always one person that
really cares there's you just have to
find that first
first now how did you avoid the
commodity trap s Services because I got
to believe that you're whoever you
competed against could say similar
things to
you oh sure sure absolutely I think part
of it's a discipline in the sales
process um and you know I I forget who
the individual was took a great uh it
was a we were in a a sales conference
and one of the morning sessions they
brought in a
negotiator who was actually part of the
salt treaties right right the saw two
treaties the nuclear treaties and he was
telling stories but he he it it was was
one of the most powerful things I heard
that stuck with me and this is stuck
with me for the past 15 years said when
you're negotiating you need to care but
not that
much you need to care but not that much
in other words you need to be prepared
to walk
away and you know going to try and tie
this back to it's easy to walk away when
you have a robust pipeline it's much
more difficult to walk away when you
don't have a robust pipeline which goes
back to what I said I think initially
which was the consistency in your
approach consistency in your work effort
um doing the same level of prospecting
each and every week right that if you
don't do that you won't be successful in
sales you you just won't it's it's just
the
reality and you did that obviously and
that transferred from football right
right the two absolutely it's well you
know it's it's funny and you know you
you
uh I'm a sports fanatic but football is
really interesting because you are the
players are working
out two three four hours a day for 10
games for 11
games so it people that play a
sport and their ability to remain
consistent in their training and their
diet throughout the year for a very when
you look at it's a short window I mean
baseball we put baseball aside right but
but to have that motivation and that dis
in that
persistence it's easily transferable to
the sales to a sales role easily
transferable you know someone I I
actually posted this um I this quote was
great he said the the the magic you're
looking for is in the work you're
avoiding it's true it's it's really true
right and yes um I some great
salespeople I've had on my teams and one
person
individually um he he makes a tremendous
amount of money he he's always the top
salesperson he's not on my team anymore
um but we stay in touch and to this
day he has a paper C like a you know
daytim or paper calendar that's what he
uses and you look at his calendar and he
has an hour blocked off Monday through
Thursday for prospecting he doesn't work
on Fridays he golfs on Friday which he
should be golfing on Friday but every
sing single day he spends an hour now he
may not be co- calling he might be
networking he might be what whatever but
he blocks out an hour every day and I've
always told people on my team if you
just do
that you you will have a pipeline that
you can rely on to meet your goals yeah
just if you do
that what are some of the other work
that people
avoid um I think people avoid meeting
prep yes so you've you've got the salale
it took you forever you got the sales
meeting maybe you're you're going down
the level selling path and you're
bringing your sales manager sales leader
and you decide to prep five minutes
before you walk into the
building it's just it's
not it the the the odds of success go
down dramatically and the success in
converting first meeting to the next
meeting in the sales process yeah I
believe yeah go Ahad well it it's a big
thing because you wouldn't think about
playing
football going on that field without
warming up
without having a game plan right let's
see how let's see what they want to do
right I had a manager used to say that
to me let's see what they want to do and
I'm like well I think I know what they
want to do it's one of two or three
things let's come up with a
plan and a lot of people no well I've
been doing this forever I know how to
sell imagine a player coming up to you
and saying you know Jeff I've been
playing football for almost 10 years I
know football back and
forward you're laughing right so watch
absolutely absolutely but I I think it's
and again I'm I'm not throw you know I
don't throw anyone any organization
under the bus but I've seen it actually
increase in the past five years six
years um and I think part of it you know
during co co there was some pros and
cons not many Pros but one of the pros
was you could you could have five or six
sales meetings in a day during Co
because everyone and the prospects have
embraced Zoom or video conferencing
right so but I think one of the
downsides was that was oh it's a zoom
call
I'm like it's even more important to
prepare yes right like who you don't
have captive
audience right who's going to be
watching reactions who's going to be
like like there's all kinds of uh
intricacies on a video sales call that
you need to think differently about but
I think because it was a video call a
lot you know I heard a lot of times like
it's a zoom call we'll prep you know I
have a 12:30 Zoom call I'll see you at
12:20
no
no but but I think also Brian and
again you know sales leadership the
there's so much focus
on report
CRM what's your call activity what's all
that and you know from my perspective a
sales leader has two jobs it's to
deliver results and to grow your team
yeah and
what I have learned that may not work
for everyone but what what I've learned
is if I really focus on growing my team
and by growing my team that doesn't mean
adding more salesp people it means
growing their skill set the results
always take care of
themselves but I think a lot of sales
leaders are focused on the results and
making sure that the CRM is
updated and did you get your call
reports
in I asked um I had a a conversation
with a with a business owner and um and
it was great it's just someone I know
we're just catching up and I he was
complaining about his sales results and
I he has a sales leader and a sales
manager I said well how many how when's
the last time the sales leader went on
calls with the sales reps goes I don't
think he does that and I'm like he
should do that that's his job that's his
job I don't know um you know Ride Along
um coaching you know sales coaching and
and I don't know how many sales training
classes you've participated in your
career I've participated in a lot I
think I've walked away with some stuff
from sales training but I think what a
lot of people fail to realize that
salespeople have very different
attention spans and retention is not
their strong
suit um and where the where the sales
training come in comes in is in the
field it's not in the classroom it's not
in the med it's it's doing it and then
immediate feedback after that sales call
you should have pivoted here why did you
say this that's sort of thing so um I'm
I'm a bit of a stickler in terms of
getting in the field with the troops and
driving their skill set improving their
skill set their recognition their
conversational skills their ability to
read a room right prepping all that sort
of thing if you take care of that I
strongly believe the results will be
there and most are sponges for that oh
oh they love it they love it the the
biggest challenge that that that I I
Coach sales leaders on is don't take
over the call yeah don't hijack
it don't hijack the call because
everyone knows you can sell you want to
get your salesperson to sell yeah that's
what you want so yeah maybe save it but
don't take it
over right right
right and what do you think makes a
great
salesperson I mean you know what makes a
great football player what makes a great
salesperson yeah I think um you
know you have two ears in one mouth
right so I think the ability to
listen is is extremely important I think
a high level
of empathy and ego Drive I think are
important
um I think quite frankly you need to
have some competitiveness within you in
order to be successful in a sales um I I
don't think you can avoid that um if the
successful salespeople can't avoid that
um and it's really interesting how many
people are in sales
and I don't know it'd be interesting to
to if they went through a um a
personality assessment dis you know one
one of those types of things i' I've
done that and it's been I've been amazed
at how many people sales is not the
right fit for
them it's not the right fit for them
they happen to fall into it they just
took the first thing that came out um I
I've I've had a an opportunity to to
hire a lot of young
people moving in that want to get into a
sales R in the funan services industry
in my career
and the ones that were really successful
and again it it sounds like this entire
call is about this but the ones that
were really
successful
they they all had an athletic background
they all were very
competitive um and they all had
um a high ego drive and empathy right
that they all had that yeah now I've had
other salespeople that had been very
successful that didn't have
that but I think you improve your odds
if you can be really really thoughtful
on the on the interview process I see I
see a lot of check the boxes on
interview processes and boy if you could
double the amount of time you you spend
on interviewing your
salespeople you probably reduce your
churn by 40 50 per. yeah I think it's
it's really
important well that
competitiveness that's what creat the
caring yes right you either exactly you
want to win internally you want to be
the top of the leaderboard and you want
to win the account from your
competitor exactly you have to have some
kind of emotional drive to do
that right otherwise you go home right
you go home or you you you you don't
make you you don't do the Outreach each
day that you're supposed to do or you
don't really work that networking event
or you it's just you're going through
the motions you checking in at 8 you're
leaving at 5: and um you almost have to
eat and live and breathe this stuff to
be to be successful you pick an industry
but the the other thing I think to be
really successful in a sales role is you
really need to
embrace um the opportunity to build your
knowledge about the industry yeah right
about the the the industry and the and
the solution sets Etc you have to invest
in
that because as I said there's I haven't
found a buffoon buyer in several years
and so when you're meeting with a
prospect they've done a lot of research
already yeah right that they're they're
way down the
path
and this much interest in your product
and this much interest in the industry
and what other people are doing and
right right and you know it's the uh
it's the great great line it's not a
great line it's a bad line but it's just
like hey I want to come in and learn
more about your company or I want to
learn more about your industry it's
like I don't have time to educate you
anybody I want you to bring me something
right
right and that meeting you get an hour
they don't want to hear about the
product for an hour they want hear about
A New Perspective a different
perspective a knowledge because we have
that vantage
point they don't talk to five or 10
companies a
day and they don't have exposure to five
or 10 companies that are already using
my solution that have reap the benefits
yeah right um you know so so the the
ability
to you said it bring something new to
the table Tell Me Something I Don't Know
yeah that's that's really important
right especially the higher up you go in
the organization yeah they rely on
product knowledge or sports and weather
which okay they don't need a weather
man right and yeah you can talk sports
but is that progressing anything a
little bit of Rapport is good yeah you
build Reports look but and again I I can
remember
back booking first sales meetings with
prospects on and we're going to go
goth right like it was great I people
don't have the time to do that they
don't appear to have the time to do that
now on once they're a client they might
yeah right um so yes you want to do
small talk you want to build rapport
right establish some credibility build
some Rapport Etc but don't take the
whole meeting talking about the game or
or you know
whatever and what got you into
fractional
leadership so it's interesting so I was
um I just I have a couple of um uh I'm
involved in a couple small businesses um
on the side and
um what
I what attracted me to that was I I I
have a lot of uh friends and
relationships small business owners
who they need that
$250,000 sales leader yeah but they
don't have a budget for a $250,000 sales
leader and they a lot of them are
managing their sales teams on their own
yeah and it's really not the best
solution um you know it's kind of like
running a a manufacturing plant four
hours a day it's not the most efficient
way to right um and what I found too is
that um I mean for me personally it's
just the the variety right so I have you
know a manufacturing uh client right
have a financial services client have a
Solar Company right so it the
interesting thing though is all those
various and different Industries um but
they
don't none of them have a proven and
repeatable sales process so it's very
difficult for their salespeople to be
consistently successful because they
don't have a plan there's no plan to
follow there's no path to follow um plus
I I I just love I love uh seeing the
excitement in in a sales team
when there's
some
attention uh you know applied to them
right um and there's someone there
that's willing to help on a consistent
basis right maybe it's just someone to
even bounce some ideas off they want off
ledge yeah right right so it's it's been
it's been a lot of fun it's been a lot
of fun to to for me to do it yeah and
you hit on process do you find a lot of
people without a sales leader kind of
just in reaction mode instead of
proactively guiding somebody through a
process yeah I think there's two things
there's there one is it there's no paths
so I think organizations where there's
not a sales process a proven sales
process in place um most of the reps are
winging it right
like they're trying different things Etc
or you have the other scenario where
you're the there's a top sales rep who
Clos 80% of the business
and everyone else tries to follow that
person and what they do but they it's
incap they're incapable of doing it
because that person is
a cowboy right that person it works
whatever that person Wings it for them
it works for them yeah and they're not
good at articulating why they're
successful right right and so if you
have a process that's proven and
repeatable that you've built you've seen
success
from your top salesperson can follow
that or not most of the top sales people
are Cowboys which is fine but all your
your your B and C players can follow it
and maybe your D player becomes a c or a
B by following that process because now
there's a plan there's a road map yes if
you get this response this is what you
do right if you get this response this
is what you do um I
it it's the opportunity to build
consistency in your sales results and to
elevate your sales team yeah cool hey
Jeff really appreciate your time today
where can people go to connect and
follow you
um accelerate to win.com Jeff at
accelerate towin or I'm on LinkedIn um
Jeff Kylie so it's uh easy to find me
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