It’s not always easy to excel in sales—even more so if you don’t have the right management team for it. In this episode of the ROI Online Podcast, sales coach, mentor and entrepreneur Joe Paranteau talks about ways you can stand out in sales, how to manage your sales activity, and how to be and/or r
It’s not always easy to excel in sales—even more so if you don’t have the right management team for it. In this episode of the ROI Online Podcast, sales coach, mentor and entrepreneur Joe Paranteau talks about ways you can stand out in sales, how to manage your sales activity, and how to be and/or recognize a good sales manager.Joe is a leading authority on selling. He’s a sales coach and mentor, keynote speaker, small business owner and entrepreneur, and an investor who has generated more than $1.8 Billion in revenue as a professional salesperson. His book Billion Dollar Sales Secrets helps sellers and non-sellers alike. He brings his rich combination of sales expertise, human communication skills, and entrepreneurship principles to inspire and ignite his client's dreams and successes. The world has changed for all of us this past year, and as consequence, the nature of sales has changed too. Get some tips, secrets, strategies, and fresh ideas to up your sales game and help your business thrive.Among other things, Joe and Steve discussed:Joes’ back story and experience What a Sales Quota isHow to hire a good sales managerWhat an effective Sales Manager needsHow to manage sales activity properly The things a good sales manager should know aboutYou can learn more about Kurt here:https://jparanteau.com/Follow Joe on LinkedInFollow Joe on FacebookFollow Joe on TwitterFollow Joe on InstagramRead the books mentioned in this podcast:The Golden Toilet by Steve BrownBillion Dollar Sales Secrets by Joe ParanteauThinking of starting your own podcast? Buzzsprout’s secure and reliable posting allows you to publish podcasts online. Buzzsprout also includes full iTunes support, HTML5 players, show statistics, and WordPress plugins. Get started using this link to receive a $20 Amazon gift card and to help support our show!Support the show (https://cash.app/$stevemfbrown)
Okay, So here's Here's another question I wanted to ask somebody. Fill in the blank at the end. A good sales manager knows that. Blank. What motivates his people? How do you figure that out? Spend time with them. Mm. Ask them questions. The the answers will come in between the things that you're actually doing. When you prep for a meeting, ask questions. Hey, tell me about the meeting that we're gonna have tomorrow. Great. What do you wanna know? We'll just, you know, what's the plan? You know, Have you been prepping for it? Tell me a little bit about what their business pain is and how you see our outcomes. That will tell you a lot. You're asking questions. You're being curious. A lot of times. This is how the prep will go. Hey, we've got this meeting tomorrow. Let me see your call plan. You know, and then it's all judgmental. Oh, this call plan is not very good. What do you do? You drew this into the crown. You spend 10 minutes on it and the salespersons Like what? You know, that's what I get. But when you're engaging your curious, you ask questions. You're seeking to learn and understand and view the world from their position. You'll learn about them as a person
So okay, here's the next question I hear all the time how to be an effective sales manager. You talked about it being a service service, service based or leading serving. What's another thing that you think how to be an effective sales manager? It's important, I think, selling you know, an empathy is one of the one of the best things you can have. An empathy doesn't mean I feel sorry for you. It's putting yourself developing a perceptual position to put yourself in the other person's shoes, literally understanding what happens to this person when they leave. Where did they go? Did they go home? Do they have a family? Um, what's life like that for them? What struggles do they have? What are their hopes and dreams? Once you understand who that person is and what they're motivated by, many people try and take broad brush strokes and apply them across their entire business. Uh, it's good to have goals for your team, but you have to inspire them. You have to start with your what's your mission? What's your vision? Is it contagious? How are you going to enroll them into that and do it in such a way that it makes sense for them. You know, I might have a mission that we're going to go make, you know, $300 million this year as a business. How do I make that real for For you know, that team of people they don't care about that. How do I make them care? And you make them care by connecting it to their life, You know? Who are they going to be serving? Why is it important? What do we offer that company? As a value proposition. That means something. You know, if we're if we're in business just to make a buck, you're going to make a buck. But you're probably not going to make a buck 50 because, you know, customers are inspired by your vision as well. And your vision has got to be bigger than you. You have to have something that matters that changes their life. And you have to believe it. And if you're selling, you know, in sales management and you don't you know you're not on fire about what your team is selling. How are they going to be on fire about it? If you're not on fire?
There's this dark forced I got to go through of hiring a sales manager how to hire a good sales manager. What's your answer? Hire somebody who is curious, who believes their best days are in front of them that they recognize they can be an excellent coach, you know? How often do you see Phil Jackson going out there and doing, you know, uh, dunks or layups? No, he doesn't. That's the thing about a great sales manager is. It's not necessarily based upon sales performance of that individual person. Many, many people enter the trap that because you know Susie or John was a great salesperson, they were the star rock stars that they're going to be, you know, an excellent you know, sales coach and sales manager, because now you have to translate those experiences into coaching others, helping them find their own way. That's usually not the case. The star performer usually ends up being the worst type of sales manager. Uh, people who are excellent are those who approach it with curiosity, compassion. They're great with people. Their understanding. They can really see the humanness of the person and developed a potential in those people They're good at kind of squeezing when they need to. But understanding the you know what that person is going through and using empathy and motivation. It's helping them reached their own internal path and it's a it's a hard business. It's, you know, I'm truth be told, I'm a director of selling team today and it's I've had good years and bad years. The bad years were ones that I just you know, I had to look in the mirror and say, That wasn't my finest finest hour did I Did I helped those people become better, you know, And, uh, you know, you always have to continue growing and being, you know, developing yourself as well. It's a it's a fun. It's a fun role. But it's one that many people think the directive approach is the best approach being in the military. Even people in the military don't, uh, don't lead by direct iveness. One of the best leadership behaviors that I learned early on. Uh, are you know, Officer and Leadership Team Senior Leadership team said, Okay, everyone who's on our leadership team. Mid level managers hold CEOs officers. We would all serve people during the holidays. We take over the mess hall, we cook the dinner. Everyone would line up, we would serve them and their families as they came through. And that is is a longstanding impression. Many people probably don't realize that the military operates that way. However, when you put your life in each other's hands, you have to learn to be a good servant, and you have to to meet those people where they're at. And that's just stuck with me forever is something that that I want to represent, you know, as a business leader.
So for the folks that are listening, you know, when we talk about a sales quota, just what is the sales quota? Mhm. I've always liked the definition. It's a It's a numerical value that takes excellent sales people and makes them less excellent. Uh, but, um, one of the things for especially for the entrepreneurs out here. Eric Res wrote a great book that many people are familiar with for entrepreneurs called The Lean Startup. In it, he talks about vanity metrics. Big companies are great at Vanity Metrics, but even small companies can be great at vanity metrics. They might think, Hey, this is what I need to base My my sales quota and and my sales performance objectives around is this concept of a quota, and they lose sight of the customer. Your business should always have metrics that our customer base that look at, you know, Are we growing customers, you know, Are we growing number of customers, profitability of customers? Those are the things that are going to impact your business. When you start getting into, uh, vanity metrics, you'll know them because they look good. People love to say, Hey, you know, I'm I'm doing this great, great thing for the business. You always have to ask yourself, How is this helping our business be profitable, grow and when customers? And if it's not meeting those objectives, then most likely your sales performance objectives are all are all sideways. And that's one of the things that you'll find. Many sales managers are, you know they become great at is defending a business that they know little about because they're one detached or removed from it, and the sales people who get to be eyeball to eyeball and voice to voice with customers, and they know a lot about it.