The KPI Trinity

In this episode of 'Building Great Sales Teams,' Doug returns with expert guest Scott Snofke, a direct marketing coach with REI Print Mail, the top direct mail company in the nation. The discussion covers various aspects of marketing, particularly focusing on direct mail, micro-targeting, and the importance of data in successful marketing campaigns. Scott shares a personal anecdote about an unusual sushi order, illustrating the unpredictability of customer experiences. The conversation delves into the significance of understanding target demographics, especially for real estate investors, and how leveraging data and AI can enhance targeting and response rates. Scott also talks about navigating FTC regulations for different marketing channels, emphasizing the reliability and effectiveness of direct mail. The episode wraps up with Scott reflecting on his desire to leave a legacy of helping others succeed in their marketing endeavors.Chapters00:00 Introduction and Welcome00:50 Introducing Scott Snofke01:40 Sushi Story and Humor04:22 Micro Targeting in Marketing06:55 Data-Driven Marketing Strategies09:39 Direct Mail and AI Integration13:29 Regulations and Compliance15:07 Effective Direct Mail Tactics26:15 Legacy and Final ThoughtsYou can connect with Scott Snofke on their website:https://www.reiprintmail.com/ Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode of 'Building Great Sales Teams,' Doug Mitchell explores the complexities and legalities of structuring sales positions, particularly focusing on the ongoing debate between W2 employment and 1099 contracting. He touches on the IRS and insurance implications, the importance of setting up an LLC, and the motivational and mindset factors of different employment structures. Additionally, Doug underscores the necessity of having an HR handbook and robust policies to mitigate liabilities and ensure smooth business operations. The episode provides actionable advice for entrepreneurs on optimizing their sales teams while maintaining legal compliance.Chapters00:00 Introduction and Format Change00:29 Understanding Sales Team Liability00:56 W2 vs 1099: Legal Considerations02:04 Insurance and IRS Implications03:00 Setting Up Your Sales Structure04:24 Legal Language and Lawyer Consultation07:16 Motivation and Mindset for Salespeople11:26 HR Handbook and Minimum Standards12:40 Decision Fatigue and Systems16:56 Conclusion and Final Thoughts Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode of 'Building Great Sales Teams,' the host discusses strategies for launching a national B2C home service product. Despite technical difficulties, the episode goes on, covering a detailed approach that includes leveraging distributors, dealers, home service companies, and internal sales teams. The host also touches on insights from a recent networking event and shares plans for future guest episodes.Chapters00:00 Introduction and Apologies01:25 Event Recap: Success Champions Networking02:22 Exciting Opportunities Ahead02:53 Launching a National B2C Home Service Product04:04 The Distributor Approach07:26 The Dealer Network Strategy10:20 Direct Sales and Marketing Integration14:30 Conclusion and Call to Action Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode of Building Great Sales Teams, host Doug Mitchell introduces special guest Howie Nestel, founder of Sharkmatic Advertising. Howie shares his extensive experience in entrepreneurship, marketing, and fundraising, drawing from his 35 years in business and leadership of over two dozen companies. The conversation covers the importance of building relationships over immediate sales, the distinction between B2B and B2C sales strategies, and the necessity of adaptability in a long-term business career. Howie also dives into his impactful local philanthropic work, including his involvement with the Children's Rehabilitation Institute Teleton USA and the 'Got You Covered' collection drive. The discussion highlights the alignment between personal values and professional success and offers valuable advice for entrepreneurs in their first five years of business.Chapters00:00 Introduction to Building Great Sales Teams00:44 Meet Howie Nestel: Entrepreneur and Philanthropist01:24 The Power of Networking and Serendipity03:51 Sales vs. Marketing: A Crucial Balance06:47 Building Strategic Alliances11:15 Understanding Client Needs in Marketing16:44 Local vs. National Clients: A Personal Journey19:04 Philanthropy and Community Impact19:38 Adapting in Entrepreneurship20:58 Transitioning to Local Clients21:55 Creating Client Alignment22:30 Community Involvement and Events26:16 Advice for New Entrepreneurs31:16 Balancing Business and Family34:34 Final Thoughts and Contact InformationIn this episode of Building Great Sales Teams, host Doug Mitchell introduces special guest Howie Nestel, founder of Sharkmatic Advertising. Howie shares his extensive experience in entrepreneurship, marketing, and fundraising, drawing from his 35 years in business and leadership of over two dozen companies. The conversation covers the importance of building relationships over immediate sales, the distinction between B2B and B2C sales strategies, and the necessity of adaptability in a long-term business career. Howie also dives into his impactful local philanthropic work, including his involvement with the Children's Rehabilitation Institute Teleton USA and the 'Got You Covered' collection drive. The discussion highlights the alignment between personal values and professional success and offers valuable advice for entrepreneurs in their first five years of business.Chapters00:00 Introduction to Building Great Sales Teams00:44 Meet Howie Nestel: Entrepreneur and Philanthropist01:24 The Power of Networking and Serendipity03:51 Sales vs. Marketing: A Crucial Balance06:47 Building Strategic Alliances11:15 Understanding Client Needs in Marketing16:44 Local vs. National Clients: A Personal Journey19:04 Philanthropy and Community Impact19:38 Adapting in Entrepreneurship20:58 Transitioning to Local Clients21:55 Creating Client Alignment22:30 Community Involvement and Events26:16 Advice for New Entrepreneurs31:16 Balancing Business and Family34:34 Final Thoughts and Contact InformationConnect with Howie Nestel:www.HowieNestel.comwww.Sharkmatic.comwww.GotchaCovered.org Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode of 'Building Great Sales Teams,' Doug Mitchell addresses a brief hiatus in content and dives into the critical topic of effective sales management through one-on-one sessions. Emphasizing that great experiences build great leaders, who in turn build great teams, the episode dissects how personal and professional goals should be harmonized for sales success. It explains the importance of setting realistic goals, documenting and adjusting the success formula, and maintaining consistent engagement through one-on-one meetings. Strategies discussed include ensuring team members’ personal goals align with organizational standards, fostering continuous skill development, and holding the line with minimum standards to achieve peace and fulfillment both personally and professionally.Chapters00:00 Introduction and Apology04:26 The Importance of One-on-Ones06:25 Setting Realistic Goals08:43 Adjusting the Sales Formula11:52 Training and Skill Development19:31 Maintaining Minimum Standards22:00 Commitment and Leadership24:36 Conclusion and Final Thoughts Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

This episode of 'Building Great Sales Teams' is a solo discussion on the importance and management of Key Performance Indicators (KPIs) in a sales program. Doug explains that KPIs serve as essential tools for tracking production and accountability, similar to bumper rails in bowling. He introduces three major KPI categories: prospecting activity, pipeline conversion, and sales, each with its sub-categories. The conversation covers the significance of tracking and measuring various sales activities, including knocks, calls, emails, and referrals. It also delves into the importance of data-driven decisions, regular tracking, and how to use KPIs to improve individual and team performance in sales environments. The host shares his excitement for an upcoming win rate quarterly event where these topics will be elaborated further and encourages the audience to implement these strategies in their businesses.Chapters00:00 Introduction to Building Great Sales Teams00:38 The Importance of KPIs in Sales02:21 Inspiration and Coaching Experience03:51 Overview of Major KPI Categories04:40 Prospecting Activity KPIs06:08 Pipeline Conversion KPIs16:14 Sales Metrics and Their Importance21:33 Recap and Final Thoughts23:31 Closing Remarks and Call to Action Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode of 'Building Great Sales Teams,' the host interviews Tim Crouch, the owner of Gutter Growth Mastermind and the upcoming Gutter Summit. Tim shares his compelling personal story of overcoming a paralyzed arm through faith and hard work, and how this experience shaped his entrepreneurial journey. Tim discusses his career in the seamless gutters business, detailing his transition from being an employee to running his own company, and eventually selling it. He describes the birth of Gutter Growth Mastermind, its impact on the industry, and the value of providing mentorship and training to other gutter professionals. The episode also covers the importance of industry conventions, marketing strategies, and tips for transitioning from a storm-chasing business model to a stable, local business. The upcoming Gutter Summit is highlighted as an essential event for those in the gutter industry or those looking to enter it. Overall, this episode is a deep dive into the personal and professional triumphs that make Tim Crouch a successful entrepreneur and mentor.Chapters00:00 Introduction to Building Great Sales Teams00:30 Meet Tim Crouch: Gutter Growth Mastermind01:08 Tim's Inspirational Story of Overcoming Adversity03:45 The Journey to Recovery and Resilience12:52 From Personal Training to Gutter Business16:04 Starting and Growing a Gutter Business17:09 Transitioning to a Home-Based Business17:28 Challenges of Storm Chasing18:25 Building a Permanent Company18:40 Marketing Strategies and Meeting Mr. Pipeline19:23 Understanding the Gutter Market20:55 Selling the Company21:40 Starting the Gutter Growth Mastermind23:24 Mastermind Structure and Mentors24:28 The Importance of Masterminds26:14 Gutter Summit Event Details28:09 Personal Business Experiences32:53 Legacy and Impact34:54 Connecting on Social MediaYou can connect with Tim Crouch on: Website - Guttersummit.comGet 10% OFF with the promo code: GROW  Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode of 'Building Great Sales Teams' podcast, Doug welcomes Nicholas Loise, a seasoned sales consultant and founder of Sales Performance Team. They discuss the current sales landscape, focusing on traditional businesses and information marketing sectors. Nicholas highlights the importance of evaluating team talent, using data-driven approaches, and making tough decisions regarding team performance. They explore recruitment strategies, including hiring talent from unconventional sources like acting programs and the benefits of using personality assessments like DISC. Nicholas also talks about upcoming events and workshops aimed at helping founders build effective sales teams. They conclude by reflecting on the legacy of imparting wisdom in the sales profession and fostering a respectful and dignified sales culture.Chapters00:00 Introduction and Welcome00:53 Guest Introduction: Nicholas from Sales Performance Team02:05 Current Market Trends and Challenges03:32 Evaluating and Managing Sales Teams07:55 Hiring High-Quality Sales Talent12:24 Personality Testing in Sales17:48 Upcoming Events and Initiatives25:16 Final Thoughts and LegacyYou can connect with Nicholas Loise on Instagram:https://www.instagram.com/nicholasloise/Website:https://salesperformanceteam.com/ Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode of Building Great Sales Teams, Doug reflects on the successful BGST 24 event and introduces guest Ralph Ramon, the owner of Winners Network. Ralph discusses his experience in building sales teams from scratch and their journey together in establishing Argenta. They reminisce about their early days, including the challenges and growth they faced. The conversation covers Ralph's business model, where they originally started with AT&T and DirecTV and now offer a variety of telecom products, security systems, and solar panels under the brand Total Home Service. Ralph shares insights on training sales teams to handle multiple products, the pitfalls to avoid, and strategies for upselling and follow-ups. He also talks about his vision for the future, including expanding their call center and integrating real estate into their services. The episode concludes with a discussion about legacy and the importance of building generational wealth and making a lasting impact on the business and personal fronts. Ralph encourages aspiring sales professionals and business owners to invest wisely and stay motivated.Chapters00:00 Introduction and Event Recap01:04 Welcoming Ralph Ramon01:38 Early Days and Challenges05:26 Building the Winner's Network06:46 Sales Strategies and Pitfalls13:58 Marketing and Micro Targeting16:08 Opportunity Structure and Management17:12 Sales Strategy and Focus18:13 Working with Dealers19:00 Opportunity Structure and Business Operations21:38 Branding and Business Evolution22:52 Exciting Future Plans24:31 Real Estate and Personal Development29:59 Building Sales Programs31:48 Legacy and Impact34:13 Final Thoughts and NetworkingYou can connect with Ralph Ramon on Instagram:https://www.instagram.com/reckitralph248/ Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode, Doug Mitchell, the founder of 'Building Great Sales Teams' and a sales program builder, shares his journey and valuable insights into creating successful sales teams. This discussion was part of Doug's keynote at the Builders of Authority event held on June 26th. Doug discusses the importance of not playing small and taking bold actions to improve one’s business model. He details the essential elements for building a sales team, encapsulated in his 'CODOC' formula: Compensation, Opportunity, Development, Operations, and Culture. With a mix of personal anecdotes and professional advice, Doug illustrates how aligning business strategies with core values can lead to profound growth and efficiency, both in business and personal life. He also highlights the significance of scalability, systematization, and culture in creating a sustainable sales organization. Whether you’re a budding entrepreneur or a seasoned business owner, this talk offers invaluable lessons on leadership, development, and achieving business-life alignment.Chapters00:00 Introduction and Opening Remarks00:13 Introducing Doug Mitchell02:32 Doug Mitchell's Background and Philosophy03:31 Building a Sales Program: The CODOC Framework07:51 Doug's Entrepreneurial Journey10:28 Balancing Business and Family13:16 Compensation and Opportunity in Sales16:50 Setting Clear Promotion Criteria18:00 Developing a Sales Program18:07 Building a High-End Security Sales Process19:15 Training and Onboarding Strategies20:02 Financial Literacy for Sales Teams21:06 Scaling Sales Operations23:02 Recruitment and Hiring Systems26:00 Creating a Strong Company Culture28:21 Personal and Business Alignment31:45 Transition to Consulting Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!