#013 Sales Leaders Talks | Marcus Cauchi

Systems or creativity: what defines success in sales?

Sales leaders have two main functions: hiring the best people and getting the best out of them. A sales leader should always be looking for new candidates and have them lined up, ready to interview. In this episode with Marcus Cauchi, we are discussing success drivers in sales teams.

Key points you will learn in this episode

  • What are the psychometrics in different sales professions?
  • Relying on systems or creativity - what’s is the best approach? 
  • The main challenges of salespeople with a sales cycle.
  • What are the most important coaching strategies?

Transcript


Margo: 00:01 Welcome to Sales Leaders Talks brought to you by Callpage. This podcast is for sales and marketing leaders who want to lead their people to success, do more, better and faster each day. Our guests are experienced sales and marketing experts who share their secrets and strategies on everything from team coaching and leadership to marketing and sales tech solutions. Before we move forward, ask yourself this question, "Do you want to excel as a leader and help your company grow?" If your answer is yes, let's get started.

Show notes

Podcast moments that will matter to you:

 02:21
Is it possible to transform a sales no-hoper into an A-class sales rep?
 04:52
What are the psychometrics in different sales professions? 
09:08
Relying on systems or creativity - what’s is the best approach? 
12:08
The main functions and responsibilities of sales leaders 
17:36 
Using trigger events to establish a sales context.
15:29
The main challenges of salespeople with a sales cycle.
16:23
How to define a prospect in sales. 
18:20
What are the most important coaching strategies?  
22:22
What are the sellers’ rights? 
24:10
Is the BAND methodology effective? 
33:18
The importance of making small changes in sales. 
36:28
How often sales managers should offer help to sales reps. 

Additional resources

Extended Disc - online assessment tools that help improve perfomance of employees

StrengthsFinder by Gallup - online assessment tool for personality strengths 

Sandler Training - sales training programm

Pursuit Navigator - a tool that helps maximize success of a business opportunity

FREE WEBINAR: How to accelerate your sales? + Ask Me Anything Session

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27.02.2019
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