Dan Martell - November 07, 2016


How To Build a World Class Sales Team


Episode Stats

Length

5 minutes

Words per Minute

209.24518

Word Count

1,192

Sentence Count

59

Misogynist Sentences

1


Summary

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

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
00:00:00.120 Yeah, I need studio pants with pads
00:00:02.560 or I could wear biker shorts
00:00:04.240 and then it would be kind of like a mullet.
00:00:06.120 It would be business up top and party on the bottom.
00:00:09.240 I don't know.
00:00:10.080 Need something, something.
00:00:11.160 It's, it's, it hurts.
00:00:12.880 It hurts.
00:00:20.920 How to build a world-class sales team.
00:00:23.240 In this video, I'm gonna share with you guys
00:00:25.560 the way I think about sales and the sales process
00:00:29.040 how to understand where customers come
00:00:30.760 and their experience to first talking to somebody
00:00:33.420 and then eventually maybe a salesperson
00:00:35.020 and an account manager once they become a customer
00:00:37.320 because, you know, when I was, you know,
00:00:39.780 trying to understand and build my sales team at Flowtown,
00:00:42.600 I didn't understand that there's actually
00:00:44.080 different types of roles within a sales organization,
00:00:46.760 you know, and recently I was talking
00:00:47.780 to one of my good friends
00:00:48.660 and he had hired a salesperson.
00:00:50.420 He was all proud and he's like,
00:00:51.400 yeah, I got my first salesperson
00:00:52.580 and I was like, well, how's he doing?
00:00:54.180 He goes, well, it's kind of weird
00:00:55.440 because it seems like all he's doing is taking orders
00:00:57.740 and I was like, what do you mean?
00:00:58.640 He goes, well, we just had so many people
00:01:01.220 call in the business and I needed somebody
00:01:03.240 to deal with the potential opportunities
00:01:05.860 so I just started rounding to the salesperson.
00:01:07.600 I'm like, all right, so you're essentially
00:01:09.200 paying the guy a base commission, or base salary,
00:01:11.960 then a commission on the sales, but he's not selling.
00:01:15.080 You're actually letting him answer
00:01:16.860 the phone of inbound leads.
00:01:18.020 He's like, yeah, that doesn't sound right.
00:01:20.260 No, that would be the most awesomest sales job
00:01:23.220 in the world where you have to do no work
00:01:24.840 and essentially just go, yeah, what do you want?
00:01:26.420 Boom, done, order taken, order taken.
00:01:28.580 Just good to go.
00:01:29.520 What I'm gonna share with you guys instead
00:01:31.460 is a different way to think about the sales team
00:01:33.820 and the structure.
00:01:34.680 Number one is you need an inbound sales person.
00:01:38.560 Any marketing you do, I call it demand marketing,
00:01:41.160 any demand of your product, leads come in,
00:01:44.300 that's your inbound sales, kind of like your qualifier.
00:01:47.800 They look at all the opportunities,
00:01:49.360 they talk to the customer, it's first level filters.
00:01:51.600 Do they have a need?
00:01:52.840 Do they have the budget?
00:01:54.640 Is this something that you think
00:01:56.540 that your product can solve?
00:01:57.780 It's really the first level is qualifiers.
00:01:59.540 That's inbound.
00:02:00.640 In the same level, underneath that, you have outbound.
00:02:03.080 These people, you know, the inbound take
00:02:05.060 all the inbound leads that come from your marketing.
00:02:06.900 The outbound are actually strategic in saying,
00:02:09.340 okay, who is our ideal customer?
00:02:11.440 Where do they potentially spend time?
00:02:13.500 How do I build the lead list?
00:02:14.780 How do I reach out to them through email marketing,
00:02:17.000 through phone calls, to build more demand.
00:02:19.740 So that's outbound.
00:02:20.580 Those two people, those two roles,
00:02:22.460 those two sections in your sales team,
00:02:24.760 they're all about qualifying.
00:02:27.000 There's opportunities, both outbound, inbound,
00:02:29.100 and they qualify.
00:02:30.220 Once there's a qualified opportunity,
00:02:31.900 that kicks over to the sales executive.
00:02:34.360 The sales executive's job is really,
00:02:36.240 I like to call it hunt and kill.
00:02:37.560 Like salespeople, they're not typically,
00:02:41.120 like they're usually like, you know,
00:02:42.880 they're open, they're cool, they're fun to talk to,
00:02:45.560 but they're salespeople.
00:02:47.420 They eat what they kill, meaning that they get the sale,
00:02:50.860 they get the contract signed, and they pass it over.
00:02:53.600 They function really well in that role.
00:02:56.040 It doesn't mean they're savage by any means.
00:02:58.180 It doesn't mean that they're not people
00:02:59.700 that care about your customers.
00:03:01.080 It's just you need to treat them
00:03:02.760 or give them the opportunity to do that
00:03:04.800 so that they can excel, right?
00:03:06.560 Because they have targets, they've got quotas,
00:03:08.340 they've got accelerators that they wanna hit.
00:03:10.460 You need to set them up for success.
00:03:12.060 So once those leads come in and they're qualified,
00:03:14.040 they become opportunities.
00:03:15.300 The role of a sales executive is to take the opportunities
00:03:17.800 and turn them into sales.
00:03:18.900 Once somebody becomes a customer,
00:03:20.860 then the salesperson hands that off to the fourth role
00:03:23.520 in your sales, and this is still sales,
00:03:25.280 your account manager, okay?
00:03:27.540 Account manager, account exec, whatever you want to call them.
00:03:29.520 Sometimes people call them project managers.
00:03:31.820 Their job, if the first two are qualifying,
00:03:34.900 the second one is closing, the third one is farming.
00:03:37.920 Once somebody becomes a customer,
00:03:39.720 that account exec makes sure they get deployed.
00:03:41.600 It's like customer success, that you want to make sure
00:03:43.400 the product, the solution, the service meets
00:03:45.400 and delivers on what they expect,
00:03:47.640 that promise that you made.
00:03:49.040 But really, it's looking for new opportunities.
00:03:51.100 That's why I call them farmers, because they're saying,
00:03:52.900 okay, you know, you bought this,
00:03:54.640 but maybe you need to expand into these other features.
00:03:56.840 You hired us to do this project,
00:03:59.500 but there's these other three areas
00:04:00.900 that we think we can serve you as well.
00:04:02.600 And they're looking for expansion revenue,
00:04:04.740 new opportunities within the customer base.
00:04:07.120 That's the way I think about the sales model
00:04:09.820 for really any business, from service businesses
00:04:11.920 to product businesses to e-commerce,
00:04:14.320 is you have people that are dealing with inbound
00:04:17.020 and outbound, they're qualifiers,
00:04:18.760 then they roll into a sales executive
00:04:21.260 and there are opportunities that are qualified.
00:04:23.220 Sales executive moves those to a customer sale.
00:04:26.000 Then once you become a customer,
00:04:27.540 then you move them to your account executive
00:04:29.640 and that person's job is to understand
00:04:31.260 the deep needs of that customer
00:04:32.940 and see if there's opportunities to farm new revenue.
00:04:35.840 If you think about your business, okay,
00:04:37.680 you might be doing all four today.
00:04:40.020 And that's cool and that's usually the way it works
00:04:41.720 but once you feel like maybe you're doing
00:04:44.020 more than 20 or 30% of your time on a specific role,
00:04:47.120 that's your opportunity to hire somebody
00:04:49.080 to just do the inbound opportunity assessment
00:04:52.580 or outbound sales or just the sales process itself
00:04:56.420 and you keep doing the account manager
00:04:57.840 and eventually you'll back hire into those four roles.
00:05:00.780 That is the strategy to build a killer sales team.
00:05:04.220 Now I wanna ask from you, do you have a sales team?
00:05:07.080 Below in the comments, let me know.
00:05:08.500 Do you have a sales team and if you do today,
00:05:10.020 how is it structured and where do you see the opportunity
00:05:13.060 based on the strategy I'd just share with you
00:05:14.660 to improve that sales process?
00:05:16.220 Leave a comment, I'd love to hear from you.
00:05:18.240 And as per usual, I wanna challenge you
00:05:19.680 to live a bigger life and a bigger business,
00:05:21.580 and I'll see you next week.
00:05:22.580 If you like this video, be sure to subscribe to my channel
00:05:25.480 to receive other tips on how to start and grow your business.
00:05:27.820 I'd also encourage you to join my newsletter
00:05:30.060 where I send out invites to exclusive events,
00:05:32.420 free training videos, and other community contests.
00:05:35.360 And if you're ready to get going,
00:05:36.720 check out these couple videos I got queued up for you.
00:05:39.120 Hope you're having an incredible day,
00:05:40.400 and I'll see you next week.