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.
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.
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.
Episode 73: #73: Shep Maher, EVP of Global Sales at Betterworks — The State of the Sales Coaching World
November 18th, 2019 | 52 mins 58 secs
coaching technology, culture, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, shep, training, xvoyant
Shep Maher of Betterworks talks to Rob about the state of sales coaching in business today. Shep explains that while sales coaching is getting a lot of attention from companies right now, the skill of sales managers is not where it needs to be. One particular area that needs attention is the level of individualization each leader gives to each sales rep. Each coaching session needs to have a consistent time and a consistent focus on the individual, and each rep needs to know that the sales leader is invested in their success. Shep is a true champion of sales coaching, and we learn a lot from him in this episode.
October 28th, 2019 | 55 mins 44 secs
coaching technology, culture, empathy, josh braun, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesdna, salesforce utilization, training, xvoyant
Josh Braun, the founder of SalesDNA, shows us how sales teams can reach their greatest success when they understand the customer's world. Josh teaches us how to overcome the disconnect between the words reps are saying and what the customer's job is actually about, and learn to speak in the customer's language. We have to be different in a meaningful way, and then show how we are different creatively in a way that people care about.
September 30th, 2019 | 1 hr 1 min
coaching technology, culture, passion, quota attainment, rob jeppsen, sales coaching, sales goals, sales leadership, sales productivity, salesforce utilization, training, xvoyant
Mark Kosoglow, VP of Sales at Outreach shows us how to engineer remarkable growth without adding huge amounts of headcount to match. Learn why building the right system for each sales process will solve your toughest problems and how training and enabling your sales leaders can help your teams reach the success that before looked impossible.
July 29th, 2019 | 53 mins 58 secs
culture, hope, joel rackham, marketstar, rob jeppsen, sales coaching, xvoyant
Our latest episode features Joel Rackham, SVP, Global Head of Direct Sales at Marketstar. Joel shows us how culture is more than foosball tables and free soda; it is made up of getting the right process at procedure first. Once you have that set, then consider the environment, made up of the physical and psychological aspects of the workplace. This creates an environment where your sales representatives can flourish and have hope.
Episode 54: #54: Brandon Bornancin of Seamless.AI - Being Obsessed With Every Detail of Your Sales Process
July 9th, 2019 | 1 hr 4 mins
brandon bornancin, coaching, details, obsessive, rob jeppsen, role playing, training
This episode of the Sales Leadership Podcast features Brandon Bornancin, Founder and CEO of Seamless.AI. Brandon discusses how taking care of his sales teams and obsessing over the details helps his teams win over the short and long term. He compares this to winning the SuperBowl every day. Brandon shows us how daily role-playing and actionable coaching and scoring are the keys to high growth success exceeding sales goals consistently.