Dan Martell - January 19, 2025


He made a $100,000 mistake


Episode Stats


Length

1 minute

Words per minute

214.0378

Word count

370

Sentence count

23

Harmful content

Toxicity

6

sentences flagged


Summary

Summaries generated with gmurro/bart-large-finetuned-filtered-spotify-podcast-summ .

In this episode, I talk about the difference between a people problem and a process problem, and how to train your sales team to make sure they do exactly what you need them to do in order to get the most out of their day.

Transcript

Transcript generated with Whisper (turbo).
Toxicity classifications generated with s-nlp/roberta_toxicity_classifier .
00:00:00.000 Dude, you don't even understand how fucking pissed I am right now. 0.98
00:00:02.980 One of my sales guys just made a $100,000 mistake. 0.96
00:00:05.460 We have a $1,000 program and we have a $100,000 program.
00:00:09.020 And he essentially sent the $1,000 program instead of a $100,000 program to the same customer.
00:00:13.860 We lost the sale.
00:00:15.040 Did the customer buy the $1,000 program? 0.99
00:00:17.540 Yeah, he bought the $1,000 program and refunded because it wasn't the fucking program he sold. 1.00
00:00:21.820 Oh, shit. 1.00
00:00:22.680 I totally see what happened. 1.00
00:00:23.760 Here's the thing.
00:00:24.740 Every mistake somebody makes, it comes down to one of two things.
00:00:27.240 Is it a process problem or a people problem?
00:00:30.000 In the sense that, and this is going to suck,
00:00:31.900 but did he follow the process that you trained him against?
00:00:35.680 What do you mean by that?
00:00:36.880 Okay, so to me, you have a checklist,
00:00:38.940 you have a system, right?
00:00:39.740 You have a documented process.
00:00:41.180 But sales is like an art.
00:00:42.520 It's not, it's not, you don't really know.
00:00:44.000 All right, all right, that's the problem.
00:00:45.420 Okay, here's the deal, dude.
00:00:46.280 What I need you to understand is
00:00:47.620 it doesn't matter what role, sales, et cetera,
00:00:49.700 there should be a process.
00:00:50.860 Even if there's an art,
00:00:52.040 a person that's good at the art
00:00:53.260 will just be better in the system,
00:00:54.740 but there needs to be a system.
00:00:55.820 The system has to be designed
00:00:57.720 and there needs to be a checklist.
00:00:58.840 Like if you can't show me the document
00:01:00.760 that has the chat protocol or the phone call or the script
00:01:03.980 and the link in the document for when they buy 100,000
00:01:07.620 that you ask them to copy paste that little snippet
00:01:10.740 in an email, then you don't have a process.
00:01:14.060 Yeah, that doesn't exist.
00:01:15.200 Okay, so let's pretend that it exists.
00:01:17.140 The next question I'm gonna ask is,
00:01:18.540 do you train against that process?
00:01:20.180 Meaning when's the last time you in front of your sales team
00:01:22.660 opened up that document and trained them on that document?
00:01:26.940 I got some hard work to do.
00:01:27.800 i can tell here's the thing if you do that and then they don't follow it
00:01:32.360 then you have a people problem right now you have a process problem