Sales Leadership Podcast

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.

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.

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.

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.

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 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.

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 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.

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.