Welcome to the Dreamit Dose.
I'm A.J. Bruno, second time founder, Dreamit alum,
and co-founder and CEO of QuotaPath.
We are the first commission tracking platform built for sales teams, operations, and finance.
So, most sales leaders use their energy and passion to empower their teams.
But how in the world can you do this when everyone is remote?
Let's dive in and find out.
The 1st thing you want to do as a sales leader to motivate and coach
your sales team is to ensure that you have the right
cadence and consistent standups.
As a founder and sales leader myself at my first company Trendkite,
we made sure that everyone was ready to go at 8:30 am.
All high performers I knew were in by 8:00 am because they knew,
if they wanted to have a successful day,
they would need to game plan their goals from that very first minute.
That way at 8:30 am when they came in, they were ready to go.
They had their talking points about their calls and any
details they want to go over they could directly bring to me.
My role during this time was to make sure I was active listening
and giving feedback where appropriate.
Showing up is half the battle, and that's no different in a remote work setting.
So if you're feeling like the energy is draining because you're on a zoom call,
make everyone stand up. Get them on their feet.
Get the blood flowing.
That's the real goal and mark of a good sales team.
Have the right energy.
2nd, in today's world you need to get as close to the customer as possible.
You can no longer play the role of "Dashboard Lieutenant".
Get your hands dirty and join in on as many of the conversations as you can.
Having a leader on the call also adds instant credibility.
Let your team handle the conversation,
but be present for the intro of the company.
The customers love hearing about innovation and roadmap.
You should also record calls and coach them on them after the fact.
Are they themselves active listening to their contacts
or are they showing up and throwing up?
Finally, ensure that they end their calls with great next steps.
This is a failure that I've seen in the last six months as
we go from call to call, zoom to zoom,
and we always run out of time. Leave yourself enough time!
The 3rd topic I want to talk about is activities, objectives, and results.
You want to make these visible to the entire team.
What do I mean by this?
Well, too many boards and executives focus solely on the
results at the end of a quarter.
But as a sales leader, we all know that the activities at the
top of the funnel are really the tip of the spear for a successful year.
Drive those day by day activities and ensure you have
easy to see leaderboards and dashboards for the entire team.
And that's it. Some other food for thought items.
Are you incentivizing your teams with dead simple comp plans
that help them understand how they can be successful?
If not work through the data and understand where you could improve your plans.
By the way, at Quatopath, that's the exact challenge
that I am trying to solve.
And finally, I'll leave you with this.
Is your company winning the hearts and minds of the end users?
The most successful sales teams I've ever worked with have
demos with potential customers who are totally blown away by the product.
Does your product leave any customers with that wow factor?
That's how you coach and motivate a fully remote sales team.
Pretty easy right?
1, have consistent stand ups with your teams.
2, roll up your sleeves and be as close to the customer as possible.
3, understand the activities first and foremost that will drive success.
4, build simple comp plans and make sure your teams understand them.
And finally, 5, win the hearts and minds of your end users.
Do these 5 things and I promise you will move the needle with your sales team.
That's your Dreamit Dose in about 5 minutes.
Please leave your questions in the comments section and
I'll try to answer them personally.
Also, check out QuotaPath.com and like and subscribe to Dreamit's YouTube channel.
They have a lot more coming. See you next time.