Summary:
In this episode of the Get More at Bats podcast, Jamie Shanks and Amar Sheth discuss the importance of accountability in sales, specifically when it comes to prospecting. They highlight the challenges faced by salespeople in mid-market to enterprise deal sizes and the impact of automation on accountability. The hosts also explore the differences between older and younger salespeople in terms of prospecting methods and effectiveness. They emphasize the need for a systematic approach to prospecting and the role of sales leaders in creating accountability within their teams. The episode concludes with a discussion on the measurement of leading indicators and the importance of focusing on controllable actions rather than outcomes.
Key Takeaways:
- "Work solo, not alone": The slogan "work solo, not alone" emphasizes the importance of individual accountability in sales. Salespeople need to take ownership of their actions and decisions, while sales leaders need to create a culture of accountability within their teams.
- Systematization in sales: While there is a systematic approach to selling, there is often a lack of systematization when it comes to prospecting. Sales leaders need to provide their teams with a clear process and tools for effective prospecting.
- Older vs. younger salespeople: Older salespeople often have an advantage in prospecting due to their experience and business acumen. Younger salespeople may rely more on system support and automation, which can hinder their prospecting effectiveness.
- Leading indicators: Sales leaders should focus on leading indicators, such as daily prospecting activities, rather than lagging indicators like pipeline coverage. By measuring and holding salespeople accountable for controllable actions, better results can be achieved.
- The importance of a process: Sales leaders need to provide their teams with a clear process for prospecting. Without a system or plan, salespeople may struggle to effectively prospect and achieve their targets.
Connect with Jamie and Amar
- Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
- Amar Sheth: https://www.linkedin.com/in/amarsheth/
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