Sales Leadership Podcast

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.

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.

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.

www.Replayz.com/SalesLeadershipPodcast

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.

Episode 72: #72: Robert Beattie, Sales Lead, Thomson Reuters — How To Create a Sales Culture Where the Motivated Can Win

November 11th, 2019  |  37 mins 56 secs

building a sales team, culture, passion onboarding, practice, sales improvement, training

Robert was our first-ever guest on the Sales Leadership Podcast, and still one of our most-listened-to episodes. Many subscribers have not yet heard this amazing sales leader, so we decided to bring him back to share the leadership blueprint that has helped him achieve double-digit growth in a mature, single-digit growth market.

Episode 71: #71: Steven Broudy of Bevy — Accidentally Involved, Intentionally Successful

November 4th, 2019  |  1 hr 44 secs

building a sales team, culture, passion onboarding, practice, sales improvement, training

Steven Broudy, VP & Head of Sales for Bevy, teaches us about how finding and developing the best people are crucial to maintaining the core values companies must have to reach hyper-growth. Learn why being uncompromising on who you hire by using assessment and selection helps leaders screen candidates to find those who can succeed under the conditions of your sales team.

Episode 69: #69: Meg Kopka of BetterManager — Be a Manager Worth Working For

October 21st, 2019  |  55 mins 56 secs

building a sales team, culture, passion onboarding, practice, sales improvement, training

Meg Kopka of BetterManager joins us and talks with Rob about the crisis facing companies today: research shows that 70% of sales reps leave their jobs because of their managers. Meg recognizes that managing sales teams is a tough job that most are not properly trained for, but she gives us her blueprint on how becoming a better manager can be learned through learning the principles of coaching while employing empathy and awareness.

Episode 68: #68: Jake Dunlap of Skaled — Building A High-Growth Sales Team That Scales

October 14th, 2019  |  56 mins 29 secs

building a sales team, culture, passion onboarding, practice, sales improvement, training

This week Jake Dunlap, CEO of Skaled Consulting shows us how companies can grow faster and more predictably using technology, consulting, and strategy. Jake describes how sales leaders can eliminate variance by standardizing the set of core competencies reps have, and by creating common messaging that is customized to each business. Then, use technology to reinforce these skills and behaviors.

Episode 64: #64: Justin Welsh – How to Eliminate Guesswork

September 16th, 2019  |  54 mins 48 secs

building a sales team, culture, data, justin, passion onboarding, practice, process, sales improvement, training

Justin Welsh joins Rob as our first-ever repeat guest. They talk about Justin's keys to eliminating the guesswork as you build a high-growth sales team: Getting the right people, and then the right process. Are you managing data the right way? Justin also discusses how to maintain your own personal balance and sense of who you are to avoid burnout and depression.

Episode 63: #63: Richard Smith of Refract - How to Build An Effective Coaching Culture

September 9th, 2019  |  58 mins 9 secs

building a sales team, culture, passion onboarding, practice, sales improvement, training

This week's guest is Richard Smith, Co-founder & Head of Sales for Refract. Richard is a champion of sales coaching and tells us how companies are learning the importance of having a coaching culture. He says that hiring the right people for your sales team is important, but having a manager that knows how to help each of those reps improve is of equal importance. Learn how to create that coaching culture in your company and make it a competitive advantage.