How to Succeed at Activating Your Hidden Sales Force

In this episode,  Madeline Miller focuses on engaging and coaching Gen Z employees as they move into leadership roles. Gen Z currently represents just under 20% of the workforce, but by 2030, millennials and Gen Z will make up two-thirds of the workforce. Madeline stresses the importance of early leadership development for Gen Z, to prevent the need to unlearn bad behaviors later. Gen Z faces unique challenges due to remote work and the digital landscape, which affect their communication skills. Madeline highlights the need for a balanced approach to resilience, not just focused on grit but also emotional processing, which is essential for strong leadership. She discusses how leaders can foster alignment between company goals and Gen Z’s mission-driven mindset by creating opportunities for professional development and engagement.  Tune in to learn practical strategies for empowering the next generation of leaders.   Timestamps: 00:01:18 Importance of teaching leadership skills early 00:02:28 Gen Z's communication and leadership skills 00:04:29 Mindset shift needed for engaging Gen Z 00:05:34 Resilience and emotional processing 00:07:06 Leader's obligation to engage employees 00:09:58 Alignment with personal goals and values 00:13:22 Accommodating job turnover in younger workers 00:15:24 Influence through interpersonal communication 00:19:21 Setting communication standards in the company 00:21:34 How Madeline defines success 00:23:20 Overcoming the hurdle of career self-reflection   Key Takeaways: Early leadership development prevents the need to unlearn bad habits later. Gen Z’s communication challenges stem from remote work and digital interactions. Emotional resilience is crucial for leadership, beyond just grit. Leaders should align company goals with Gen Z’s purpose-driven values for greater engagement. Gen Z thrives in collaborative and feedback-rich environments, where they can see the impact of their work. Creating clear paths for career growth and continuous learning motivates and retains Gen Z talent. Flexibility in work environments is key to engaging Gen Z, as they highly value work-life balance. Gen Z is driven by authenticity and transparency in leadership, making it important for leaders to communicate openly. =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Remember to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

In this episode of How To Succeed Podcast, we explore the concept of organizational excellence with Jim Dunn, a seasoned Sandler trainer from Charlotte, North Carolina. Jim shares valuable insights on how leaders can build exceptional organizations by fostering a culture of continuous improvement and creating systems that make their roles less central to day-to-day operations. The discussion highlights key elements such as empowering teams, keeping up with new technologies, and ensuring everyone is aligned with the company’s vision. Jim emphasizes that true leadership involves making yourself irrelevant by delegating tasks and allowing others to thrive in their roles. As the conversation unfolds, Jim outlines how leaders can balance being passionate about the business and maintaining objectivity. He offers practical advice on creating clear priorities, hiring the right people, and continuously refining processes to ensure organizational growth. Whether you're a seasoned leader or an aspiring entrepreneur, this episode provides actionable strategies to take your leadership and organization to the next level. Timestamps: 00:00:00 Introduction and overview of organizational excellence 00:01:54 Misconceptions about leaders and the importance of delegation 00:04:03 Balancing passion and emotions in leadership 00:07:03 The six P's of organizational excellence 00:10:21 Defining roles and positions in an organization 00:13:14 Hiring and developing people 00:17:19 Processes, performance metrics, and the importance of flexibility 00:19:35 The role of tools and techniques in organizational excellence 00:22:18 Specific tools for prioritization, onboarding, and individual training needs 00:24:46 Customizing tools and identifying blind spots through assessments 00:26:14 The importance of continuous learning and growth Key Takeaways: Organizational excellence is about continuous improvement and ensuring teams are aligned with the company’s vision. Effective leaders delegate tasks, allowing their teams to manage day-to-day operations while they focus on higher-level strategy. Passion and objectivity must be balanced; great leaders avoid getting bogged down in emotions and instead maintain a long-term vision. Creating clear priorities and defining roles within the organization is crucial for success. People development and training are ongoing processes that must be reinforced to keep the team growing. Processes need to be regularly reviewed and improved with the help of new technologies. Performance metrics should be tracked to ensure that organizational processes are working effectively and supporting growth. =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Remember to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

In this episode, we dive deep into understanding your sales capacity, capability, and competencies with our esteemed guest, Markku Kauppinen, CEO of Extended Disc North America. Markku, a frequent guest on our show, brings exciting news about a new collaboration between Sandler and Extended Disc: the Sales Capacity Assessment. The conversation explores the Sales Excuse Index, a metric that quantifies excuse-making behavior among sales professionals. Markku emphasizes the importance of identifying and addressing these tendencies to enhance sales performance.  As the discussion progresses, we discuss balancing strengths and weaknesses in sales, highlighting the need for persistence and prioritizing achievement over mere activity for long-term business success.   Timestamps:   00:00:00 - Introduction to Sales Capacity Assessment 00:05:30 - Importance of Assessments in Sales 00:08:28 - Attitude Towards Excuse Making 00:11:42 - Benchmarking Competencies 00:14:53 - Key Sales Competencies 00:16:20 - Difference Between Behaviors and Competencies 00:19:21 - Team Training and Individual Development 00:22:50 - Defining Success in Career 00:27:56 - Overcoming Challenges in Career Key Takeaways: Assessments like the Sales Capacity Assessment aid in hiring, training, and development. It provides insights into an applicant's natural behaviors and sales competencies, facilitating better hiring decisions. The assessment evaluates behavioral styles and competency levels in various sales areas. The Excuse Index within the assessment measures excuse-making tendencies and highlights areas for improvement. Benchmarking compares team performance against industry standards, crucial for the assessment process. It identifies both strengths and weaknesses, enabling targeted development plans. Individual learning paths can be tailored based on assessment results to address specific improvement areas. The assessment can be retaken every six months to monitor progress and adjust development plans. Success in sales involves balancing strengths with development areas. Consistent focus on critical sales activities is essential for achieving success. =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

In this episode of the How to Succeed Podcast, social selling expert Richard Bliss from BlissPoint Consulting shares valuable insights on succeeding at social selling on LinkedIn. The discussion covers the evolution of LinkedIn as the go-to platform, emphasizing its ubiquity compared to other social media platforms. Listeners will gain practical tips on leveraging LinkedIn to generate leads, enhance their pipeline, and optimize social selling strategies.  Bliss explains that the algorithm on LinkedIn is designed to trigger conversations between members, unlike other social media platforms like Facebook or Instagram, which are more focused on entertainment. He points out that the algorithm on LinkedIn rewards meaningful interactions that lead to conversations rather than simply garnering likes or views. This shift in mindset is crucial for salespeople looking to succeed on the platform. Tune in to learn how to navigate the changing landscape of social selling and maximize your results on LinkedIn.   Timestamps:    00:02:47 The upside-down world of social selling. 00:06:03 LinkedIn content engagement strategies. 00:08:37 LinkedIn sales strategies. 00:11:15 Commenting for Sales Success. 00:14:33 LinkedIn networking strategies. 00:19:14 Underrated sales prospecting techniques. 00:22:27 Cold email techniques. 00:27:28 Engaging sales team strategy. 00:31:13 Overcoming career setback. 00:34:21 Leadership and communication skills. Key Highlights: LinkedIn has become the go-to platform for social selling, with widespread adoption among professionals. The purpose of LinkedIn is to connect with prospects and customers and build relationships, rather than entertain or distract. The algorithm on LinkedIn is designed to trigger conversations between members, unlike other social media platforms. Posting text-only content on LinkedIn generates more reach and engagement compared to videos or graphics. Engaging in conversations by leaving comments on prospects' posts is more effective than sending direct messages or connection requests. Leveraging the mentioned feature on LinkedIn can grab the attention of prospects without directly reaching out to them. Sales Navigator can be a valuable tool for tracking and finding prospects, but it should be used in conjunction with understanding the fundamentals of LinkedIn. Using AI tools like ChatGPT can help generate ideas for comments and responses to prospects' posts. Authentic engagement and conversations with prospects are more important than trying to cheat the algorithm or use specific posting techniques. Success in social selling on LinkedIn is measured by the number of people you can help and the level of enjoyment you derive from your work.   =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

In this episode, we discuss buying a franchise with Josh Dubois. Most people consider business ownership to replace income or build generational wealth. Franchising fast-tracks starting a business by providing systems and resources. Josh recommends exploring options over 1-2 months without pressure to decide. He outlines the process of researching franchises, speaking with owners, reviewing financials, and managing expectations. We emphasize having a strong "why" and taking extreme ownership as a franchisee. Success requires being known in the community, following the playbook, and having a positive attitude.   Josh's father transitioned from long hours in the restaurant industry to owning a dry cleaning franchise, which allowed him to attend Josh's games and eventually become a CEO. This lifestyle change inspired Josh to pursue business ownership before becoming a franchise broker to help others without promoting any specific franchise. He lives by "conquer the mind" – being conscious and positive to manifest goals.   Timestamps: 02:05 Why pick franchising over starting your own business? 04:58 Lifestyle and legacy in franchising 10:14 Lifestyle freedom in franchising 12:09 The buying process and common mistakes 17:08 Getting started and being successful 19:41 Managing expectations between franchisor and franchisee 21:22 Taking extreme ownership 23:23 Tips, tricks, and hacks for buying a franchise 25:00 You don't need to decide today   Key Takeaways:   Spend 1-2 months exploring franchise options to make an informed choice. Research thoroughly: talk to owners and review financials. A strong "why" drives motivation and focus. Extreme ownership means fully committing to the franchise’s success. Being known in your community benefits your business. Follow the franchise's systems and guidelines. Maintain a positive attitude to overcome challenges. Personal experiences can inspire and guide business decisions. Hands-on ownership experience helps in advising others. A positive mindset, or "conquer the mind," is crucial for achieving goals. SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment!   ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this episode, we discussed the crucial importance of assessing and developing sales capacity to drive business success. We prioritized the need for sales development and defined what constitutes success in this area. We explored how assessments can uncover valuable insights into natural sales behaviors and competencies. We shared examples of effective sales development strategies and introduced the Sandler Training's Sales Capacity Assessment as a powerful tool for self-improvement and performance measurement. Timestamps: 00:10: Using assessments to evaluate sales capacity, identify natural behaviors, and improve development.  05:06: Sales assessments, excuse making, and personal growth. 8:52 The Impact of Excuse Making on Sales Performance 12:13 Optimizing Sales Teams Through Benchmarking and Personalized Development 22:50 Balancing Strengths and Weaknesses in Personal Development 25:25 Defining Success and Overcoming Challenges in Business   Key Takeaways:  Assessments play a crucial role in avoiding costly hiring mistakes, providing accurate information about a candidate's natural behaviors and sales competencies. Benchmarking sales competencies help identify areas for development and tailor training programs to enhance sales team performance effectively. Understanding the balance between behavioral tendencies and skill development is key to maximizing individual and team success in sales roles. Excuse index scores offer valuable insights into sales professionals' focus on sales activities, highlighting areas for improvement and increased productivity. Utilizing individual learning paths based on assessment results can lead to   ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

In this episode, we delve deep into the pervasive and often debilitating experience of imposter syndrome with Gary Frey. Gary Frey challenges the notion that feeling like a fraud is unique to a select few, revealing its prevalence across various industries and career stages. Through open and honest conversation, we explore the root causes of imposter syndrome, including self-doubt, fear of failure, and the pressure to meet unrealistic expectations. Gary shares personal experiences, offering relatable insights and practical strategies for overcoming these challenges. By emphasizing self-compassion, building resilience, and cultivating a growth mindset, we empower listeners to challenge their inner critic and unlock their full potential. Moreover, we discuss the importance of work-life balance, the dangers of burnout, and the necessity of prioritizing personal well-being. By fostering a culture of open dialogue about mental health, we aim to create a supportive environment where individuals can thrive both professionally and personally. Timestamps: 00:10: Imposter syndrome and its impact on high achievers, including C-suite executives and celebrities.  07:13: Impostor syndrome, self-doubt, and behavior in sales and leadership.  11:51: Finding the balance between career and personal life to overcome imposter syndrome.  18:03: Embracing uniqueness and niching down to find success.  22:59: Overcoming imposter syndrome and defining success through core values and purpose.  28:36: The importance of gratitude and resilience in the face of adversity.    Key Takeaways:  Recognizing and acknowledging imposter syndrome is the first step towards overcoming it. Thriving in your strengths and minimizing or outsourcing weaknesses can help combat imposter syndrome. The importance of authenticity, resilience, and finding gratitude in challenging circumstances is emphasized. Practical strategies, like the "Thrive or Wither" approach and gratitude journaling, are recommended for silencing self-doubt. Niche down to unlock unique strengths, resist the usual, and make a positive difference without conforming to societal expectations. Success is defined by integrity, humility, and the ability to make a positive impact in the lives of others.   ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this captivating episode, we delve into the often-overlooked potential within organizations: the 'hidden salesforce'. We explore strategies for unlocking this hidden talent pool, emphasizing the importance of cultivating curiosity and providing the necessary tools for sales success. The episode underscores the delicate balance between technical proficiency and sales acumen, highlighting the need for thoughtful, informative conversations over aggressive sales tactics. By redefining the role of technical teams and integrating them into the broader business strategy, organizations can harness their full potential and drive significant growth. Timestamps: 03:44 Discussion on hidden sales potential in professional services firms. 08:08: When to involve technical experts in sales meetings. 13:50: Unlocking hidden sales force by redefining technical teams' purpose. 19:03: Techniques for technical professionals to have meaningful conversations with clients. 22:51: Empowering teams to ask hard questions and grow business. 28:00: Sales techniques, personal growth, and networking.   Key Takeaways:  Redefine technical teams' purpose to focus on business growth, not just delivery. Empower technical teams to ask challenging questions and uncover opportunities. Prioritize high-potential leads through upfront qualification. Cultivate a culture of curiosity and inquiry to deepen client relationships. Invest time in understanding client challenges for effective solution tailoring. Overcome sales aversion by reframing sales as value delivery and knowledge sharing. Use powerful questioning to uncover client pain points and aspirations. Share industry insights to position yourself as a trusted advisor. ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this insightful episode featuring Tiffany and Brad Koettels, we emphasized the pivotal role of DISC behavioral styles in navigating the complexities of sales, business, and personal relationships. Beyond recognizing the importance of understanding diverse communication preferences, we delved into the practical applications of DISC in real-world scenarios. From refining sales strategies to building stronger teams and fostering deeper connections, the podcast explored how to leverage DISC insights to achieve greater success. By dispelling common misconceptions and providing actionable advice, we aimed to empower listeners to harness the power of behavioral understanding in their personal and professional lives. Learning how to communicate effectively with different styles can transform your relationships and business interactions.   Timestamps: 0:11 How to Succeed with the Do's and Don'ts of DISC 4:14 Adapting Leadership and Sales Styles for Team Success 11:15 Adapting Communication Styles for Effective Team Collaboration 15:52 Understanding Personality Types for Better Workplace Relationships 19:21 Effective Communication Strategies for C Styles in Sales Teams 22:57 The Impact of DISC Training on Company Culture 25:37 Balancing Strengths and Weaknesses in Leadership and Parenting 27:45 Transforming Relationships and Sales with Sandler and DISC Training 29:54 Using DISC Styles to Improve Family Dynamics 32:49 Learning to Fail to Win in Sales and Life   Key Takeaways:  Platinum Rule is to treat others how they want to be treated, focusing on their preferences. Building a team with various behavioral styles enhances performance. Effective communication involves understanding others' perspectives and adjusting accordingly. Recognizing that behavioral styles are not fixed and can be adapted. Balancing strengths by leveraging the strengths of different styles to create high-performing teams. ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment!   ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

In this insightful episode, we delve into the world of pain points in sales with Emily Shaw, we tackle common misconceptions, like treating pain as a mere formality. Then, we emphasize the power of genuine curiosity and creating a safe space for prospects to reveal their emotional drivers. We'll also talk about questioning techniques to make sales conversations more productive and empower prospects with informed decision-making. So, buckle up as we explore the art of uncovering pain points and fostering meaningful connections in the sales process. Learn how to create a safe space where they feel comfortable revealing their emotional drivers. But it doesn't stop there! We'll also bring in another sales leader to dissect powerful questioning techniques with Emily Timestamps: 00:03 Common mistakes in using pain in sales, including checklist mentality and lack of curiosity. 06:45 Identifying and addressing pain points in sales conversations. 11:07 Finding and articulating pain points in sales calls. 18:50 Sales techniques, including finding and quantifying pain points.   Key Takeaways:  Treat pain discovery as a genuine attempt to understand prospects, not a checkbox exercise. Uncover the prospect's emotionally compelling reason to act by creating psychological safety. Use upfront contracts and follow-up questions to make sales conversations more productive. Ask quantification questions to help prospects gain clarity and make informed decisions. Pay attention to emotional cues to identify pain points at any stage of the sales call. Articulate the impact of a problem on both the business and the individual personally. Give prospects agency over the decision-making process while providing guidance. ========================================= SUBSCRIBE: https://youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f&feature=shared  Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================