Rob Jeppsen
Host of Sales Leadership Podcast
I help develop world-class sales leaders so they can develop world-class sales teams. Every year a lower % of salespeople hit their goal, forecast accuracy goes down, and the tenure of the average VP of Sales gets shorter (less than 2 years now). How you lead your team is your most defensible competitive advantage and I help sales leaders leverage the 4 levers that lead to predictable, sustainable success at Xvoyant.
I love moving the Sales Needle. I'm a high-energy dealmaker with emphasis in technology & financial services sectors. I have worked for & consulted with many organizations & have expertise in sales, sales process, leadership development & the commercialization of new products and services.
I enjoy building and driving growth of emerging organizations. Relationship development, business development, marketing, & corporate strategy are key ways I engineer value in organizations.
I have received 15 Stevie Awards for Sales and Service since 2007. These awards are in categories such as Sales Team of the Year, Sales Coaching Program of the Year, Sales Training Curriculum of the Year, Sales Process of the Year, Sales Director of the Year, & Sr. Sales Executive of the Year. I speak in over 100 events each year. My 6 course training series was recognized as "Sales Training Curriculum of the Year" in 2012's Stevie Awards for Sales & Service, & has successfully been taught to over 900 businesses. I received the Salesforce Surfboard Award for the Salesforce user that best used their technology for winning new business in 2014 and in 2015 I received the SAMY Award from Utah Business Magazine.
Rob Jeppsen has hosted 313 Episodes.
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Episode 89: #89: John Madsen of Athletic AF — Your Mindset Drives Your Success
March 9th, 2020 | 58 mins 2 secs
building a sales team, culture, mindset, passion onboarding, practice, sales improvement, training
John Madsen, CEO of Athletic AF joins Rob to discuss how your mindset can be your greatest catalyst or your most permanent limiter. Learn how to become the best version of yourself by managing your mindset.
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Episode 88: #88: Rob Jeppsen of Xvoyant — The Sales Leadership Crisis
March 2nd, 2020 | 37 mins 53 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
Max Altschuler interviews Rob Jeppsen on this episode of the Sales Leadership Podcast, talking about the crisis facing sales leaders today. Sales reps want to be coached on a path of high growth, but leaders think they are doing a great job, but the truth is they aren't good at coaching. Learn on this podcast how to give your reps the leadership they want and deserve.
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Episode 87: #87: Tiffani Bova of Salesforce — Innovate Your Sales Team in 2020
February 24th, 2020 | 56 mins 56 secs
innovation, sales, transflormation
Tiffani Bova, the Customer Growth and Innovation Evangelist at Salesforce, joins Rob to discuss how sales leaders can add balance and inject passion for each member of their team by taking advantage of technology and managing time better. When 60 percent of a rep's time is spent on something other than sales, but 58 percent will not meet quota, your reps need you to help them in individual ways.
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Episode 86: #86: Thiago Sa Freire of Hudl — Having a Growth Mindset
February 17th, 2020 | 54 mins 46 secs
building a sales team, culture, high growth, passion onboarding, practice, sales improvement, thiago, training
Thiago Sa Freire, SVP of Global Sales & Customer Success at Hudl, joins Rob on this episode to talk about his keys to having a high-growth mindset. Thiago shows us why you can't scale your business if you don't give up some control and trust the people on your team, and why the best leaders hire people who are better than themselves in some way. Find people who can level up the company, and together you are creating that high-growth culture.
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Episode 85: #85: Shari Levitin of The Levitin Group — Empathy Builds Trust In Sales
February 10th, 2020 | 58 mins 16 secs
building a sales team, culture, empathy, passion onboarding, practice, sales improvement, training
Shari Levitin, CEO of The Levitin Group, joins Rob on Episode 85 of the Sales Leadership Podcast. In this time of information overload, Shari shows us how to become the "sense maker", and how to be the person who knows how to make the connection. While empathy and competency are both huge parts of sales, the order you bring them to the sales process matters. Learn how to make empathy your competitive advantage.
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Episode 84: #84: Jonathan Graham of IRC Group — Hire For Skill, Then For Experience
February 3rd, 2020 | 53 mins 55 secs
coaching technology, culture, hiring, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, skills, training, xvoyant
Jonathan Graham, Managing Director of IRC Group, is an expert on hiring the right salesperson. He talks about how hiring managers can be seduced by the companies listed on a candidate's resume, and as a consequence, that person may not have the skills required to be successful for the job. Learn from Jonathan how to hire for skills first, then for experience, and how that can get you moving towards greater sales success faster.
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Episode 83: #83: Ralph Barsi of Tray.io — Play the Long Game While Keeping Your World Small
January 27th, 2020 | 52 mins 57 secs
building a sales team, culture, gratitude, leadership, passion onboarding, practice, sales improvement, success, training
Ralph Barsi, VP of Global Inside Sales of Tray.io, joins Rob and talks about how sales leaders can earn the right to be a leader who is listened to. The best sales leaders are those who have created standards of excellence and who know what brings success for their reps and makes sure they are following a well-lit path to high growth. Ralph teaches us about how having an attitude of gratitude will help us keep things in perspective and make it through the tough times that are a part of being in sales.
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Episode 82: #82: Richard Harris of Harris Consulting Group — What Great Sales Leaders Do
January 20th, 2020 | 56 mins 59 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
Richard Harris of the Harris Consulting Group joins the podcast to share what the great sales leaders do to be successful. First, sales leaders help their company leaders realize they don’t need to know it all. Sales leaders should utilize sales operations teams to manage the important sales data and make sure baseline metrics are tied to revenue. Richard also discusses his work with Uncrushed, and how the group helps sales leaders find better mental health.
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Episode 81: #81: Max Altschuler of Outreach — Setting Goals That Work in 2020
January 13th, 2020 | 59 mins 8 secs
building a sales team, culture, goals, passion onboarding, practice, sales improvement, training
Max Altschuler joins Rob for the second time in the Sales Leadership Podcast to share his excellent method for creating goals and having a growth mindset. As we start this year, use Max's tactics for taking stock of what is important and beneficial for you, and plan out where you want to be in 2021 and beyond.
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Episode 80: #80: John Barrows of JBarrows Sales Training — Getting Sales Right in 2020
January 6th, 2020 | 1 hr 10 mins
building a sales team, culture, passion onboarding, practice, sales improvement, training
John Barrows joins the podcast to talk about how companies can "get sales right" by starting with the leaders who are fully involved in creating that amazing sales culture and drive improvement for each individual rep. John warns that sales leaders who just chase a number will lose out on developing their teams and will end up not reaching the high growth levels that are possible. Learn how to define the core values that can unite your team and paint the vision that drives success.
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Episode 79: #79: Greatest Hits Mark Smith — Trust: The Currency of Every Relationship and How a Sales Leader Can Earn It.
December 30th, 2019 | 42 mins 24 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
This is one of our greatest hits from the Sales Leadership Podcast, original episode #5. Mark Smith is VP of Sales for Womply. Womply has not only entered high-growth mode….they’ve been there for awhile now. His secret to ongoing growth? It isn’t a sales methodology, technology, or process…though they certainly use all of those things well. The fuel that has helped Mark’s team succeed has been developing trust. Mark shares why trust is the currency of every relationship and how they’ve built a team where trust helps them execute, adapt, and smash all of their sales goals. Mark believes the biggest challenge each leader has is to get every team member to believe in themselves. And here’s an interesting twist: If you have to ask for their trust, you’re doing it wrong. Mark lays down a blueprint on how to create a team fueled by mutual trust. The results speak for themselves.
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Episode 78: #78: Lisa Magnuson of Top Line Sales — How to Sell the Big Deal
December 23rd, 2019 | 56 mins 13 secs
big deals, coaching technology, culture, lisa, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, xvoyant
Lisa Magnuson of Top Line Sales joins us to talk about how you and your sales teams can get those big deals won. Lisa defines a "big deal" as a deal 5x over what is normal for your company, and she talks about the huge gap between the experience of sales leaders over the sales reps when big deals are in the pipeline. Learn how teams can rise above the challenges by focusing on the important issues and get those big deals won.
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Episode 77: #77: Dave Kennett of Replayz — The Value of a Sales Coaching Culture
December 16th, 2019 | 53 mins 16 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
Dave Kennett, CEO of Replayz joins Rob to talk about the benefits of having a sales coaching culture. Less than five percent of sales teams have a coaching process, and Dave shows us how companies who coach their reps more often exceed their goals. He and his team have reviewed hundreds of sales calls, and he shares the best practices of the sales reps who are top performers.
Go to the link below to see the free coaching guides Dave has offered to listeners of the Sales Leadership podcast.
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Episode 76: #76: Amy Volas of Avenue Talent Partners — How to Get Sales Hiring Right
December 9th, 2019 | 53 mins 4 secs
coaching technology, culture, passion, quota attainment, recruiting, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, xvoyant
Amy Volas, the Founder & CEO of Avenue Talent Partners, joins Rob to discuss the ways sales leaders can attract, hire, and retain the top sales talent. Amy shows us how to learn what your company requires of its salespeople, and how to tailor your hiring to ensure the best fit for both the rep and the business. With the sales crisis of a higher percentage of salespeople leaving their jobs to find greener pastures affecting businesses across the globe, Amy has the answers to how to make sure you get the sales team that your business needs to reach and sustain high growth.
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Episode 75: #75: Daniella Sardi of TriNet — Making an Impact as a Sales Leader
December 2nd, 2019 | 53 mins 21 secs
1:1, analysis, app, coaching, coaching session, daniella, deal coaching, engagement, executive, idp, insights, one on one, performance, pipeline, plugin, sales, sales goal, sales leaders, sales team, salesforce, sardi, technology, xvoyant
Daniella Sardi, Director of Client Acquisition at TriNet, teaches us why coaching your reps is the key to high-growth sales. Daniella shows us how having an individual development plan for every rep on your team maximizes your impact as a leader. Focusing on the motives each rep has for success and then tailoring activity and skills can result in measurable improvement for both high-and-low performers, and bring explosive growth to your company's bottom line.
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Episode 74: #74: Travis Huff of Wayfair — Individual Road Maps for Individual Reps: Moving Past the Minimums to Scale with Swagger
November 26th, 2019 | 40 mins 12 secs
building a sales team, culture, passion onboarding, practice, sales improvement, training
Travis Huff, Director of B2B Sales for Wayfair has driven growth that resulted in Wayfair being recognized as one of the fastest-growing stocks in 2017. His blueprint is simple: Talk is Cheap. Too many leaders talk about key things like onboarding, metrics, playbooks, and coaching. Travis builds process around them. Learn how you can build processes around onboarding and coaching that not only gets reps to revenue quickly, but create consistency in how your leaders connect to the development of each individual and help develop unique roadmaps for each rep’s success.