Getting Better
What we can do as a sales leader to continue getting better every day
Hello friends -
It’s been a fun week with over one-hundred new subscribers trusting me with an email address here.
If you’re new - THANK YOU and welcome! I hope you find this valuable going forward. And as always - feel free to check out more than 70 past editions HERE.
Expanding on THIS newsletter a few months ago- we’re talking even more tactics, insights and tips to continue getting better as a sales team and as a leader.
In this week’s edition of Stretch Weekly -
Jeremey Donovan speaks with Jacco van der Kooij as he challenges our way of thinking about sales hiring philosophy, quota attainment, customer success compensation, and the incremental improvements you can make right now.
Ian Koniak shares a great video with his top 8 traits of a great frontline sales leader.
Plus key snippets to help you as a sales leader inspire improvement from your team to get a little better every day.
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
Small Improvement, Big Impact
Why do we expect 25-year-olds to do a job it took us 15 years to master?
I really enjoy listening to Jacco van der Kooij. Maybe it’s his accent or just that he spits hot takes that leave you nodding your head with agreement and a plan to change.
Besides the fact that I disagree with his take on Sales Books, I find myself agreeing with him more than not.
Check out this podcast as he talks with Jeremey Donovan about who is really responsible when sales teams don’t make quota… and it’s not the rookie reps. He lays out the techniques sellers should be able to move between in order to break open an account, and why it took him until his mid-30s to feel comfortable with it.
Jacco challenges our way of thinking about sales hiring philosophy, quota attainment, customer success compensation, and the incremental improvements you can make right now. Learn those 3 sales methodologies that salespeople need to master… and be able to switch between in 5 mins of a sales call.
Key points of emphasis for us to help reps get better at:
Active listening - lead and target conversation towards the consumer
Setting outcome/agenda for each sales call
Get real with roles, quotas, comp. Don’t discriminate on these based on age, or inflate any of these. Make them real.
Educate the customer through better discovery and diagnosing through questioning
Feature/Function Selling? Sure - if done right.
Mixing 3 sales methodologies can be a great approach (Provoke, Consult, Provide Solution…)
What Makes a Great Frontline Sales Leader?
Ian Koniak shares a great video with his take on what makes a great frontline sales leader. How can you and I get better?
His top 8 traits:
Shock absorbers - rather than passing the pressure they feel directly onto their AE’s, they absorb it so AE’s don’t have to feel it
Selfless - they know that their own success is only possible if their AE’s are successful
Strong Closers - they are great in front of customers and know what it takes to move deals forward. They put money in their AE’s pockets by helping them win business.
Great Coaches - they develop their AE’s by identifying things they can improve upon and helping them get better
Accountability - they communicate expectations for their team around key metrics needed for success and hold their team accountable.
They are not micromanagers - they understand and embrace that every AE is unique and has their own selling style, and they give their AE’s the autonomy to find their way.
They avoid fire drills - they understand that a lack of preparation on their part doesn’t constitute an emergency on my part.
Caring - they see their AEs as people, not just a number
STRETCH SNIPPETS
😰 Matthew Pollard (Introvert’s Edge) says you shouldn’t go into a sale thinking, “They probably won’t buy,” or any other self-defeating negativity.
He recommends creating a script and a process that works for your unique business and watch your confidence - and your sales skyrocket.
🛑 Stop asking permission and start assuming the next steps - says Jake Dunlap.
It’s not being pushy…it’s being an expert on your ideal customer journey and what equals success for both sides.
💡 Want to get better? Ask yourself what your guiding principles are. Brandon Fluharty’s gives you a template with his 17 guiding sales principles.
And regularly ask yourself what you believe in and what are the principles that guide you. When it’s personal, your principles become a part of your fabric that generate habit.
📊 Scott Leese talks about why his single favorite sales metric to get better is: Pacing. Here’s a quick algebraic formula to calculate pacing (per Scott):
[Total amount sold / total selling days gone] * Total selling days in given period of time = Pacing.
🔮Tomas Chamorro -Premuzic talks about hiring leaders for what they CAN DO, not what they have done. Start with 3 basic questions:
Do they have the skills to be an effective leader?
Can I trust their individual performance measures?
Am I looking forward or backward?
🧠 Mindset
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.
Are you a VP, Director, thought leader, or content producer in the SaaS space? We’d love to have you contribute. Contact Me HERE.
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