#16 Enlightened Sales Management Starts with an Informed Blank Page

Driving B2B Sales Revenue

English - August 10, 2020 05:00 - 35 minutes - 24.8 MB
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Previous Episode: #15 All About Hiring, A Little About Firing, and What Comes in Between

Next Episode: #17 How to Scale Passion as You Grow

ABOUT THE GUEST: SIMON TECLE, HEAD OF SALES AND CUSTOMER SUCCESS AT CITRUSLABS

The first startup I worked at went public and that’s where my passion for building and scaling sales teams was born.

12+ years experience working with great founders and teams.

Experienced with startups, growth and public companies.

Proven sales and leadership abilities that has enabled me to achieve a high level of success developing and executing sales strategies that acquire new clients, drive revenue and develop sales teams.

Find Simon on LinkedIn at https://www.linkedin.com/in/teclesimon/

ABOUT THE EPISODE

Simon has an approach to sales management that is intensely powerful in its simplicity and clarity - which inspired the “blank page” title for this episode. Whether it’s about KPI’s and activity, compensation, or team expectations, Simon isn’t content to do what’s been done before. That’s a great starting point, but the real work starts when you figure out how to apply it to your own set of circumstances with the goal of helping your entire team thrive.

0:45 - What is the single best piece of sales advice that Simon has ever received

4:05 - What’s the worst sales advice Simon has ever heard - never walk away

7:40 - Is it important for you to do things your own way or is it important to do things the way everyone else does? Simon says neither - there is a better way... Relevance!

9:22 - Simon talks about how he looks at activity metrics, how they might be useful, and how they are often abused - and how to use them to help reps succeed in getting results

11:52 - How does Simon strike the balance between activities & KPI’s and results

15:48 - Why are so many sales leaders fixated on activity metrics as opposed to results-oriented metrics?

19:18 - Why Simon presents comp and targets to each rep each year and has them sign it as a contract, why it’s important - and why there are no activity metrics at all in the document

23:56 - Simon talks about why quotas are broken and how to fix them

33:14 - What is one of the myths about sales management that Simon would like to debunk...

34:55 - What’s the best way to find Simon and learn more about him and his content