SOTR: Stop Asking Your Sales Reps to Do All the Grunt Work

Aug 20, 2021

Most agency owners hire a sales rep without going through any process and telling them to just go do everything. Furthermore, on top of them being highly inefficient and ineffective, you are also asking them to perform non-revenue generating tasks without setting them up for success or providing them with any form of enablement or administration. If you’re wondering how you might lift all this extra weight from your sales reps’ shoulders and allow them to be customer-facing in a way that adds value and closes deals, then this episode is for you.

In today’s episode, learn how to make cold calling work, how to best equip your sales reps, and Joey and JJ’s advice for training your salespeople throughout the entire sales cycle. 

What’s in Joey’s glass: E.H. Taylor, Jr. Single Barrel Bourbon

What’s in JJ’s glass: Knob Creek Small Batch 9 Year Bourbon 

This Cast Covers:

  • Joey’s weekend plans up in North Tennessee (03:06)
  • Does cold calling actually work? (08:33) 
  • What you should be looking at to determine if it’s a good strategy (09:44)
  • Joey’s strategy for cold calling (11:52)
  • How to get the other person’s attention in the first five seconds (13:01)
  • One of the really good cold callers that are worth following on Linkedin – Ryan Reisert (14:57)
  • What most salespeople get wrong about cold calling (16:31)
  • The one thing all salespeople are missing when they develop and run their campaigns (16:58)
  • Why hiring a sales admin or sales assistant is such a good investment (20:13) 
  • How to enable your super employee – in this case, the high impact salespeople that make them super unique and valuable (21:27)
  • Is getting someone to come in and do the non-revenue-generating activities to free up more time for the salespeople same as sales enablement? (26:58)
  • Where do sales admin come in into the organizational chart in your ideal sales operation? (27:27)
  • Two types of sales team models and which is preferred by agencies (34:24)
  • Why Joey prefers to hire and train his team into full-cycle salespeople and support them with admins over hiring or outsourcing the SDR-AE model (39:42)
  • Why agencies have a hard time building trust (43:15)
  • What’s it like for Joey and JJ to be on the other side of the sales conversation (52:17)
  • How Joey’s doing after joining Andy Frisella’s 75 Hard Challenge (1:02:47)

Additional Resources:

Let us build your agency’s sales operation for you