In today’s episode, we talk about the differences between sales leadership roles, sales managers, and sales coaches, what assets you should be looking at as a sales manager, and what to do when your sales rep or team hits a slump. We also talk about why roleplaying is so important to up your game as a salesperson, things to look for when hiring for a sales leadership role, and a time when Joey’s superhuman ability to not get drunk failed.
What’s in JJ’s glass: Peerless® Single Barrel Bourbon
This Cast Covers:
- JJ kicks off the episode by asking Joey to describe the last time he got super drunk (03:27)
- What would Joey do differently if he would start Sales Driven Agency all over again? (05:50)
- Why most agency founders struggle with shiny object syndrome and one-time hit tactics (08:11)
- Which hat should you put on if you were a sales manager, sales leader, or sales coach? (10:00)
- How to build out the framework for each sales leadership, coaching, and management process and the important components of each role (10:29)
- Why not all good salespeople can be great sales leaders (11:20)
- How a sales coach should handle team meetings and one on one meetings on a weekly, monthly and quarterly basis (12:06)
- The different assets you need to give you insight into what your people are doing from a management perspective (12:14)
- How often should sales managers conduct performance reviews and why it’s important to have both quantitative and qualitative reviews for each salesperson (13:46)
- Keeping these things in place will make your life as a sales manager so much easier (14:14)
- The assets you should care the most about as a manager (14:18)
- Joey’s hiring criteria for vetting somebody, bringing someone in, or promoting somebody to fill out those three roles (16:19)
- One of the most common mistakes agency owners and founders make when building out their sales operation and hiring people for the sales leadership role (20:31)
- Why momentum is an incredibly powerful force in anything we do (21:58)
- What to do when your team hits a slump and loses momentum (22:25)
- How to not do shitty roleplays (32:50)
- Why is sales roleplaying so important and when or how often should sales reps be doing this? (33:47)
- The types of personas you need to imagine sitting across the table from you in a sales conversation (35:39)
- Is it a worthwhile investment for a founder to roleplay with their sales reps? (38:40)
- Should agency owners consider giving incentives to account managers? (40:48)
- Create micro foot-in-the-door offers for future services (43:11)
- How Joey values generosity in a strategic perspective and the types of things he gets fired up about to give (48:00)