WHAT THE WORLD'S BEST SALESPEOPLE ARE DOING - The Brutal Truth about Sales Podcast

Summary

In 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.