Welcome to Part 2 of Episode 14 in our Sales Influencer Series, where we interview leaders on the cutting edge of sales and marketing. In today's episode, Ambition Director of Sales Ops Dan Nice continues his interview with Mike Weinberg, an expert sales consultant and Top Sales Influencer, as designated by Forbes, OpenView Labs and InsideView, among others.
Mike is the author of two acclaimed books: New Sales. Simplified., which helps sales professionals understand and optimize the landscape of new business development, and Sales Management. Simplified., a must-read for modern sales leaders looking to optimize their team culture, processes and people. Mike's website newsalescoach.com is another great resource worth checking out.
Ep. 14.2: Balancing Team, Tools and Data
1. Effective Ways to Change Culture. 0:00 - 4:00.
Synopsis: A difficult truth about culture change: It's very hard to change culture unless you change some people.
In most cases, assuming you have good people, it's a matter of how sales leaders choose to spend their time. The 3 highest value activities to improve culture are:
- One-on-one sales meetings with pipeline review and coaching.
- Sales team meetings where you share vision, equip, align and inspire the team.
- Work with your people - get out of your office, get in the bullpen and observe, coach, model and mentor.
Not only will you change culture, you'll have a huge impact on results.
2. Finding the Right Balance with Sales Tool Usage. 4:00 - 10:33.
Synopsis: This is a very hard challenge. In a lot of companies, it feels more like the salespeople work for the CRM than the CRM working for the salespeople. You need accurate information and transparency, but you don't want to turn your reps into desk jockeys - the trick is finding that balance.
Top people always are the most transparent, because they're confident, and they're often the most cooperative with tools as long as the tool shows ROI. That means you have to put teeth into your tools -- you have to invest in ancillary tools to make sure you have full functionality, support and streamlined usage for your sales tools.
You also shouldn't penalize people for not updating the system - at that point, you're frustrating your people and taking away their time to sell. The biggest inhibitor Dan has seen in terms of CRM adoption is the lack of understanding as to how it helps reps move their prospects along their sales funnel and overcome roadblocks.
3. How to Maintain a "Big Picture" Mentality and Stick to Fundamentals. 10:33 - 13:51.
Synopsis: For Mike, the biggest inhibitor to developing new business he's seen is that people aren't spending enough time developing new business.
There's no silver bullet to finding the right balance for your organization - but the key is to avoid a nightmare scenario where the information being put in the CRM is inaccurate and/or requires additional data logging from reps.
Ninety percent of the problems that most sales orgs are facing come down to fundamental things that people have forgotten over the years -- they get lured into the weeds by "sales hacks" or new, unproven tactics. Dan's bottom line: Make your tools fit your process and not the other way around.
The Sales Influencer Series Library
To check out further episodes and see why CloserIQ has ranked the Sales Influencer Series as one of the very best sales podcasts of 2016, just click on the links below.
Episode 1. John Barrows
Episode 2. Lori Richardson
Episode 3. Max Altschuler
Episode 4. Matt Heinz
Episode 5. Mark Leslie
Episode 6. Kyle Porter
Episode 7. Jon Bradford
Episode 8. Eks Anderson
Episode 9. Matt Hottle
Episode 10. Heather Morgan
Episode 11. Ilan Ferdman
Episode 12. Ryan Jenkins
Episode 13. Tamara Schenk
Episode 14. Mike Weinberg
Episode 15. Scott Britton
Episode 16. Mark Kosoglow
Episode 17. Dionne Mischler
Episode 18. Ken Barton
Episode 19. Kevin Karner
Episode 20. Jill Rowley
Episode 21. Brandon Redlinger
Episode 22. Will Wickey
Episode 23. Drew Woodcock
Episode 24. Dail Wilson
Episode 25. Nathan Sexton
Episode 26. Tucker Max
Episode 27. Bruce Tulgan
Episode 28. Dallas Hogensen
Episode 29. Morgan J. Ingram