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In this episode of Carrot & Stick, Derry talks with Richard Smith, VP Sales at Allego, about three key areas: coaching, recognition, and the shifting power dynamics in sales.
Let's dive into the key takeaways.
🎯 Coaching Outside of Calls:
- Deals are won and lost not only in sales conversations but also in the complex landscape outside of those calls.
- Sales leaders must work closely with their reps to identify risks and potential obstacles that could derail a deal.
- Asking questions like "What could go wrong?" and proactively addressing concerns can help navigate potential pitfalls.
🏆 The Power of Recognition:
- Recognition is a powerful motivator for salespeople and should not be underestimated.
- Different individuals have varying levels of craving for recognition, and it's important for sales leaders to be intentional about providing it.
- Recognition can be as simple as a shout-out on Slack, acknowledging a specific skill improvement, or sending a personal text message to express appreciation.
🔀 Shifting Power to Buyers:
- Buyers now have more control in the sales process, with access to information and the ability to research and compare options.
- Salespeople need to adapt to this shift by understanding buyer behaviours and preferences.
- The traditional sales methodologies may no longer be as effective, and sellers must find new ways to engage buyers and provide value.
This episode offers some seriously valuable insights for sales managers and leaders who are hungry for success and want to level up their skills and make a massive impact in their roles. Richard Smith spills the beans on some kickass strategies for coaching, harnessing the power of recognition, and staying on top of the ever-changing buyer landscape. So buckle up and listen in, because by the time you're done, you'll be armed with some killer tips to supercharge your coaching approach, light a fire under your team's motivation, and navigate the wild world of sales.
🎧 Tune in to the full episode and unlock a treasure trove of invaluable insights that will catapult your sales leadership skills to new heights.
Listen to the full episode here
