Dan Martell - Get a Your Sales Reps Closing Deals

00:00:00.080 Hey there, Dan here, serial entrepreneur, investor,

00:00:02.080 and creator of SaaS Academy.

00:00:03.160 In this video, I'm gonna teach you

00:00:04.560 how to ramp up your sales person faster

00:00:07.680 without spending a ton of your time.

00:00:10.080 Be sure to stay at the end

00:00:11.000 where I'm gonna share with you my Rocket Demo Builder.

00:00:13.680 It's a framework and nine box model

00:00:16.040 on how you can close deals faster,

00:00:18.360 twice the win rate in half the time.

00:00:20.920 Let's get into it.

00:00:30.000 So over the years, I've hired dozens of salespeople

00:00:37.680 for my company, Flowtown, Clarity, my current business,

00:00:42.460 pretty much every business I'm involved in,

00:00:44.240 there's usually a sales component to it,

00:00:45.760 either biz dev when I worked with Udemy

00:00:47.360 helping them build their growth team,

00:00:49.180 I worked with their sales team to do partnerships, et cetera.

00:00:51.780 So it is something that's near and dear to my heart.

00:00:54.540 It's also something that I invested a ton of time

00:00:56.760 and money and energy in to perfecting myself.

00:00:59.240 If you don't know this, when I started, I actually coded for almost a decade in writing

00:01:04.060 the software myself, but I realized that for me to build a team, for me to hire key people,

00:01:08.920 for me to have somebody else sell and not be founder-led sales, I needed to learn how

00:01:12.980 to hire and train and retain and manage a sales team.

00:01:17.200 And that's what I've done over the years.

00:01:19.000 In this video, I'm going to share with you the exact strategy that I coach my clients.

00:01:22.780 I work with some of the fastest growing SaaS companies in the world from Proposify.com,

00:01:28.060 clickfunnels.com, carrot.com,

00:01:30.560 helping them install sales processes

00:01:32.980 specifically around ramping up new salespeople

00:01:35.800 that hit quota fast.

00:01:37.500 So let's go over those strategies.

00:01:39.120 Number one, filter.

00:01:40.540 So even before somebody shows up in your business,

00:01:44.380 you need to filter them from even coming onto your team.

00:01:47.400 Okay, so things that I look for.

00:01:49.000 One, are they motivated?

00:01:50.860 Okay, I cannot like, one of the things

00:01:52.660 that I always ask myself is,

00:01:54.080 is their most selfish version of this person

00:01:56.900 aligned with what I need them to do

00:01:58.620 or become in my business.

00:02:00.640 And that's why I'm very big on asking them,

00:02:03.380 you know, five years out,

00:02:04.700 paint me a picture of your perfect day.

00:02:06.200 And I wanna kind of hear and see

00:02:07.900 what they're aiming towards

00:02:08.900 because if that's where they're going inherently themselves

00:02:11.600 and it's aligned with my business,

00:02:13.380 then we're gonna be good.

00:02:14.220 So positive, I gotta tell you,

00:02:16.180 one of my team members, Wendell,

00:02:18.220 is literally one of the most positive people in the world.

00:02:21.820 So when I think of positive, I want somebody like that.

00:02:24.040 And the reason why for a salesperson

00:02:25.860 is they're going from rejection to rejection to rejection

00:02:28.720 to win and if they can't keep that enthusiasm

00:02:31.560 and positivity going, there's no way

00:02:33.320 they're gonna be successful selling your software.

00:02:35.920 So that's number two.

00:02:36.740 Three is, and really there are two things,

00:02:39.800 is test project and profile assessment.

00:02:41.620 So test project is giving them some clients to call.

00:02:45.300 Sometimes if I don't feel comfortable giving them clients

00:02:47.740 or lower value leads, I will simulate that

00:02:52.420 where I'll have them do a sales call with a team member

00:02:55.140 and have the team member impersonate a real client situation

00:02:59.400 and see how they handle it and give them objections

00:03:01.680 and just listen to how they deal with the objections

00:03:04.360 and the flow and the conversation.

00:03:05.620 Do they maintain the frame?

00:03:06.580 All of the things that you should hopefully know

00:03:09.080 about yourself if you're selling

00:03:10.200 that you can teach to the salesperson.

00:03:11.740 And the fourth thing around filtering is making sure

00:03:14.340 that you do some level of personality assessment.

00:03:16.700 Things that are under the surface

00:03:18.880 that you may not be able to pick up

00:03:21.200 without doing some kind of like Myers-Briggs, Profile XT.

00:03:25.480 I use Predictive Index.

00:03:26.720 There's a bunch of different ones out there.

00:03:28.320 It's not commercial for which one's the best

00:03:30.640 for salespeople,

00:03:32.040 because everybody's gonna argue their own.

00:03:33.180 But I do suggest if you're gonna hire somebody,

00:03:36.360 any role really,

00:03:37.220 you should put them through some kind of profile assessment

00:03:39.320 so you can get a sense of maybe your top salesperson

00:03:41.500 against them or yourself against them

00:03:43.720 to make sure that you have another data point

00:03:46.220 to make your decisions.

00:03:47.060 Number one is filtering.

00:03:48.180 Number two, training.

00:03:49.580 I can't tell you how often I see sales teams,

00:03:54.360 when I scratch under the surface

00:03:56.580 and I ask my coaching clients like,

00:03:58.500 you know, what's your training schedule

00:04:00.240 and your process and your rhythm

00:04:01.680 for making sure your salespeople continue to get,

00:04:04.080 you know, refined aspects and training from anybody.

00:04:07.640 The answer is very little, no formal training.

00:04:10.220 I'm gonna tell you this.

00:04:11.560 If you have not bought a existing sales training program,

00:04:14.780 winning by design, Yakko is brilliant.

00:04:16.600 You can go check out his videos on YouTube.

00:04:19.120 Sandler training is well known in the industry.

00:04:21.820 There's obviously the Grant Cardone's of the world,

00:04:24.720 they have training.

00:04:25.560 This is again, not an endorsement for any specific trainer,

00:04:28.900 more so than you need to have a training process

00:04:32.420 built into your sales process.

00:04:35.580 The ramping up of a sales agent is very much a do,

00:04:40.060 learn, do, learn.

00:04:41.780 So they gotta go do some sales calls, learn some new skills,

00:04:44.100 do some learn sales calls, do some learn skills.

00:04:46.300 And you always wanna make sure

00:04:47.520 that you're perfecting one aspect of the sale

00:04:51.480 or the call, not multiples in one training.

00:04:54.800 So I call it like when you're a golf swinger,

00:04:56.520 you're trying to fix the swing,

00:04:58.040 you don't change seven things.

00:04:59.520 You change the grip, you change your feet position,

00:05:01.380 you change the way you move your hips or whatever.

00:05:03.000 I am not a golfer, so I have no clue.

00:05:05.100 I can just imagine.

00:05:06.800 But you wanna make sure that your training is there.

00:05:09.340 I know some sales team that it's a morning routine.

00:05:12.020 Every salesperson has to watch at least three videos

00:05:14.940 in their training vault and they move forward.

00:05:17.780 Every week for sure there's a training

00:05:19.660 where they say to the top three sales rep,

00:05:21.680 I want you to extract something that you did well,

00:05:23.620 so from your audio notes or whatever,

00:05:25.160 and I want you to teach that to the rest of the sales team.

00:05:28.060 If you have been doing sales calls,

00:05:29.620 please tell me you've been recording them all

00:05:31.500 so that you can extract the calls that went really well

00:05:34.280 or really bad and add that to your playbook

00:05:37.680 for onboarding and training a salesperson.

00:05:39.380 The other thing I'll do is I'll pay people to read books.

00:05:42.960 So there's a bunch of sales training out there

00:05:45.300 from the Ultimate Sales Machine, from Chet Holmes,

00:05:47.240 the Jeffrey Gittimer stuff.

00:05:49.600 Literally there's hundreds of sales books.

00:05:52.360 And you can just say, here are the top 10 sales books.

00:05:54.460 If you read this, I will give you a $500 stipend.

00:05:57.020 So you can just literally pay the salespeople

00:05:59.260 to read the books.

00:06:00.260 Some of them won't need to be paid,

00:06:01.940 but I don't mind paying them

00:06:03.080 because I'd rather them read the book,

00:06:05.340 give me a synopsis of the book and then pay them

00:06:07.980 so that I know they're watching the training.

00:06:09.840 So make sure you train your people,

00:06:11.720 not you, somebody else's systems ideally

00:06:14.540 that you buy, license, get them access to

00:06:16.960 and also reward them with books.

00:06:18.700 Number three, measure.

00:06:20.120 So if you don't have a sales scorecard,

00:06:22.660 you need to have one and every rep needs their own

00:06:25.220 and every rep should know how they're selling

00:06:26.820 to different product SKUs.

00:06:28.020 So you might have different types of customers

00:06:30.140 from SMB to mid-market to enterprise.

00:06:32.520 And within those, you might have different packages

00:06:34.640 or solutions.

00:06:35.540 You wanna make sure that on a weekly basis,

00:06:37.820 minimum, your sales rep is getting a feedback loop

00:06:41.420 on how well they're closing

00:06:42.980 or they're enrolling new clients into your software.

00:06:45.300 As a percentage, you wanna give them their comparable

00:06:48.060 if you have that for yourself.

00:06:49.380 These were my numbers.

00:06:50.740 This is where yours at.

00:06:51.820 Sometimes they just need to see the gap themselves.

00:06:54.200 They just need to know that here's where I'm at

00:06:57.400 and this is what's possible.

00:06:58.640 Some people don't realize that a 60% win rate

00:07:01.220 on a sales demo or product demo is absolutely possible

00:07:04.360 because all they've ever done is 10%, right?

00:07:06.560 And they're coming from some other organization

00:07:08.300 that might've had a bad product. 0.97

00:07:09.620 They're working with you and they think 10% is good.

00:07:11.300 and you know that you're doing 80%.

00:07:13.400 So I always say, whatever the founder's doing,

00:07:15.520 if you're selling today, drop it back about 20%,

00:07:19.740 and that's what anybody else should do.

00:07:21.380 You have an unfair advantage if you're the CEO,

00:07:23.280 you're the founder, you're the creator of the product,

00:07:24.980 you exude passion, you exude confidence.

00:07:27.060 It is just not fair.

00:07:28.420 They don't have that.

00:07:29.540 So take that back 20%, that should be their number. 0.82

00:07:32.340 You should measure, you should measure their win rates,

00:07:34.180 buy product, buy SKU, give it to them on a weekly basis,

00:07:36.720 if not daily, so that they know,

00:07:38.900 and create a leaderboard if you have multiple salespeople

00:07:41.900 so they understand their position in that leaderboard

00:07:44.180 so they can use that as competition.

00:07:46.060 It's positive peer pressure, okay?

00:07:48.160 It's celebration.

00:07:49.700 It's knowing how they're doing in relation to other people.

00:07:53.240 And if you just have one rep

00:07:54.460 and you're not doing any of this,

00:07:55.820 they don't have the feedback loop that they need

00:07:57.500 to motivate them to change, to tweak, to get better.

00:08:00.340 Number four, coaching.

00:08:01.840 This is probably my favorite,

00:08:03.920 most important thing you should be doing.

00:08:06.180 So coaching comes in a few different ways.

00:08:08.300 Number one, every week you should be doing one-on-one coaching with your sales rep.

00:08:11.880 This means that you're extracting and you can get them to do this,

00:08:15.400 but pull three calls, examples of where you dealt really good with objections

00:08:20.000 and another one where you didn't, okay?

00:08:21.960 So you want to actually have them pull their three favorite calls, good and bad,

00:08:25.900 to present to you during the one-on-ones.

00:08:27.920 In that one-on-one, you want to identify an opportunity for them to improve one aspect

00:08:31.580 of their swing, aka sales call, to work on for the next two weeks or three months

00:08:36.900 until that aspect of the call gets better, honestly.

00:08:40.000 It might be the same thing for six weeks.

00:08:42.620 So just stay on it until they finally get it.

00:08:45.300 You can even pair them up or listen.

00:08:46.880 What I love to do is I'll get one of my best sales reps call

00:08:50.000 if I knew that they handled that area of the call really well

00:08:52.520 and I'll pull that and I'll make them listen to it.

00:08:54.740 I think when salespeople have a hard time,

00:08:58.120 one of the best thing you do

00:08:59.040 is make them listen to old successful calls

00:09:00.920 if they have them or other successful calls.

00:09:03.020 They'll learn through osmosis.

00:09:04.560 And then the coolest thing out of all the conversations that you could possibly had

00:09:09.220 about coaching clients is the tool sets that we have today. We have tools like Gong, I believe

00:09:14.160 it's gong.io, refract.ai, course.ai. Here's what those tools do. They in real time will listen

00:09:21.420 and process the audio conversation between your sales rep and the buyer and actually extract the

00:09:27.960 different, some of them do different things so that you got to check it out what's right for you

00:09:31.540 in your size of organization.

00:09:33.260 But some of them will actually categorize the conversation.

00:09:36.040 Let's say it's a 60 minute conversation.

00:09:37.460 They'll say the first third is discovery,

00:09:39.700 you know, problem analysis,

00:09:41.540 and then, you know, solution presentation or objections.

00:09:45.180 And they'll pull it out.

00:09:46.400 They'll even say, you know,

00:09:47.940 the ratio of questions versus talk time

00:09:50.460 versus this rep versus that rep is all different.

00:09:52.440 Literally go check out these products.

00:09:54.200 I'll make sure I link them below

00:09:56.320 because they can transform.

00:09:57.980 Some of them like refract.ai

00:09:59.500 comes with a coaching component.

00:10:01.160 So not only do you have somebody auditing the conversation

00:10:04.820 and the quality of your calls

00:10:06.280 so that reps get some feedback

00:10:07.440 and you can clip out those audio responses

00:10:09.500 and save them as training, amazing.

00:10:12.300 Some of them have mobile apps

00:10:13.460 so you can actually like listen to the calls reps

00:10:15.400 if you wanted to and you needed to listen to some calls,

00:10:17.620 you can go on a run, listen to the calls.

00:10:19.620 And the coaching for Refract.ai anyways,

00:10:23.160 and check it out, I don't know if they're still doing it

00:10:24.900 or not, but they provide coaching

00:10:26.360 so you can have somebody else coach your salespeople

00:10:28.580 if you're already busy, you have no bandwidth,

00:10:30.660 but you have two or three or four sales reps,

00:10:32.660 you want somebody to support you on that,

00:10:34.360 there's tools and services that allow you to do that.

00:10:37.360 We live in an incredible world

00:10:39.540 where we can get a rep up to 80% to quota,

00:10:42.860 ideally within 60 days.

00:10:44.560 You know, that's my rule.

00:10:46.020 I've been able to do it in three weeks

00:10:47.580 because if you have a structured talk track

00:10:51.160 for the sales call,

00:10:52.880 you do your job on all the marketing side,

00:10:55.040 you can literally get 60% win rates on a call

00:10:57.480 in 35 to 45 minutes

00:10:59.140 and just crush it with your new salesperson

00:11:02.560 and get them ramped up fast.

00:11:04.200 So quick recap, four strategies

00:11:05.780 to increase the ramp time of a salesperson hit quota.

00:11:09.380 Number one, filter.

00:11:10.520 Make sure that you only get the right people

00:11:12.060 that are emotive, positive, go through the test project

00:11:14.560 and ideally go through a profile assessment.

00:11:17.660 Two, training, invest in your people.

00:11:20.860 Three, measure the win rates per product SKU

00:11:23.500 and all the different data points for the scorecard.

00:11:25.780 And four, coaching, get the tools,

00:11:27.980 get the coaching schedule, your one-on-ones,

00:11:29.880 make sure that they get the feedback loop from you.

00:11:33.200 As I mentioned at the beginning of this episode,

00:11:34.780 I wanna share with you an exclusive resource

00:11:36.500 called the Rocket Demo Builder.

00:11:38.120 It's a nine box model.

00:11:39.560 It's the talk framework that you're gonna use

00:11:41.800 in your next demo and is gonna crush it.

00:11:44.320 So most of my clients are doubling their win rates

00:11:46.460 and closing deals in half the time.

00:11:48.400 So if you're dealing with long sales cycles,

00:11:50.720 this is gonna show you how to use the virtual close

00:11:53.860 to bring them down from 16 months to six months.

00:11:56.760 click the link below to get access to the rocket demo builder it's yours absolutely free and as

00:12:01.280 for usual if you thought this video was valuable and there's somebody in your life that you care

00:12:04.680 about that it could serve feel free to share it with them directly smash that like button subscribe

00:12:09.120 to the channel and click the notification bell and as for usual i want to challenge you to live

00:12:14.700 a bigger life and a bigger business and i'll see you next monday

Dan Martell - March 30, 2020

Get a Your Sales Reps Closing Deals

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