How I Built A 20+ Sales Team [The Process]

Summary

The speaker introduces the 'Closer Framework' for effective sales management, dividing it into two parts: managing sales conversations and team management. The framework emphasizes asking clarifying questions, identifying problems, addressing past pain, selling solutions with illustrative stories, and overcoming objections. For team management, the speaker suggests recording calls for compliance and accountability, maintaining communication through daily huddles and one-on-ones, cutting the bottom performers to boost productivity, and fostering healthy competition with leaderboards and team-based incentives.

Takeaways

• 📈 The Closer Framework is a method to manage sales conversations and teams for consistent results.
• 🔍 The framework is divided into two parts: managing the sales conversation and managing the sales team.
• 🙌 The first part focuses on a five-step process: Clarify, Label, Overview, Sell, and Explain away concerns.
• 🗣️ Clarify the customer's reason for the interaction and their goals to set the stage for the sales conversation.
• 🔑 Label the customer's problem by summarizing their issues to establish a clear understanding of their needs.
• 🤔 Overview the customer's past attempts to solve their problem to identify why previous solutions failed.
• 🛍️ Sell by using three illustrative stories to connect with the customer's needs and explain the benefits of the product or service.
• 🚫 Explain away concerns by addressing potential objections and providing solutions to overcome them.
• 🏆 The second part of the framework involves managing the sales team with strategies like call recordings, communication, cutting the bottom performers, and fostering competition.
• 🎙️ Call recordings are crucial for compliance, accountability, and as a tool for training and improvement.
• 📆 Establish a communication cadence with daily huddles, weekly one-on-ones, and regular check-ins to keep the team aligned and motivated.
• ✂️ Regularly cut the bottom 10% of underperforming salespeople to boost overall team productivity.
• 🥇 Foster healthy competition among the sales team with leaderboards, notifications, and team-based incentives to drive performance.

Q & A

What is the main topic of the speaker's talk?

The main topic of the speaker's talk is the 'Closer Framework,' which is a method to manage sales conversations and sales teams for consistent monthly sales.

What are the two halves of the 'Closer Framework'?

The two halves of the 'Closer Framework' are managing the sales conversation effectively and managing the sales team to ensure consistent sales.

Why is it important to have questions instead of statements in the sales framework?

Questions are important in the sales framework because they allow the customer to engage in the conversation, pause, think, and ask further questions without needing to read paragraphs of information.

What does the speaker suggest as the first step in the sales conversation?

The first step in the sales conversation, according to the speaker, is to clarify why the person is there and what their goals are.

What is the purpose of labeling the customer with a problem during the sales conversation?

Labeling the customer with a problem helps to identify and acknowledge the specific issue they are facing, which the salesperson can then address with a solution.

What is the 'pain cycle' mentioned in the script?

The 'pain cycle' refers to the process of discussing past attempts and failures to solve a problem, which helps to emphasize the customer's need for a solution.

What are the three stories the salespeople need to know according to the 'Closer Framework'?

The three stories salespeople need to know are illustrative examples that help the customer understand the benefits of the product or service in relation to the problem they are trying to solve.

Why is it crucial to record sales calls?

Recording sales calls is crucial for compliance and to ensure that salespeople are following the script and maintaining accountability in their interactions with customers.

What is the recommended communication cadence for a sales team?

The recommended communication cadence includes daily huddles, weekly one-on-ones, and monthly reviews to keep the team aligned and motivated.

How does the speaker suggest managing the bottom performers on a sales team?

The speaker suggests regularly cutting the bottom 10 percent of the sales team to drive productivity and maintain a high-performing team.

What role does competition play in motivating a sales team?

Competition plays a significant role in motivating a sales team by creating a leaderboard, encouraging a sense of rivalry, and rewarding top performers with incentives.