Latest / Sales Trajectory Podcast / Why Good People Still Struggle to Perform. Building Sales Success & Growth | Violette Bouvier | Part 2 of 5

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Why Good People Still Struggle to Perform. Building Sales Success & Growth | Violette Bouvier | Part 2 of 5 · Sales Trajectory Podcast

• 0:22
  SPEAKER_00: Welcome to the sales trajectory podcast, where innovation meets execution in sales.
• 0:28
  SPEAKER_00: I'm Jason Howes, your host, a 35-year sales veteran and lifelong student of the game.
• 0:35
  SPEAKER_00: This podcast is for leaders and sales professionals with a growth mindset.
• 0:40
  SPEAKER_00: You'll hear real sales stories about new products, motivating teams to prospect, and boost productivity.
• 0:47
  SPEAKER_00: We dive deep into sales process, cutting edge tech, and recruiting top sales performers.
• 0:54
  SPEAKER_00: Let's get started.
• 1:01
  SPEAKER_00: Today I'm joined again by Violet Bouvier.
• 1:05
  SPEAKER_00: Good to see you again.
• 1:06
  SPEAKER_00: How have you been?
• 1:07
  SPEAKER_01: Good morning, Chesan.
• 1:08
  SPEAKER_01: Doing very well.
• 1:09
  SPEAKER_01: What about you?
• 1:10
  SPEAKER_00: It's been a big start to the week so far.
• 1:12
  SPEAKER_00: So yeah, we're uh entering into some warmer weather, which is always nice.
• 1:16
  SPEAKER_00: Now a lot of companies, a lot of leaders are all trying to shuffle the cards moving in towards Christmas.
• 1:21
  SPEAKER_00: This will be your first sort of peak trading period, we call it in business, where things start to really ramp up coming into the end of the calendar year.
• 1:29
  SPEAKER_00: In episode one, we discuss why growth becomes harder as businesses try to scale or retain last year's sales and why many companies search for a silver bullet when performance drops.
• 1:41
  SPEAKER_00: You know, what we tend to find is sales are down, so let's hire another salesperson.
• 1:46
  SPEAKER_00: But potentially is that the reason?
• 1:48
  SPEAKER_00: Sometimes potentially what is happening in the background that could be causing this.
• 1:52
  SPEAKER_00: You know, potentially the CRM isn't being used, so let's buy a new one and put one in, or potentially the team isn't performing, so let's run some sales training.
• 2:03
  SPEAKER_00: And what we see every day is businesses trying to solve complex problems with isolated solutions.
• 2:09
  SPEAKER_00: So today's question is simple before hiring another salesperson, have we created an environment where people can actually succeed?
• 2:18
  SPEAKER_01: Exactly.
• 2:18
  SPEAKER_01: That's a very interesting question.
• 2:21
  SPEAKER_01: And I think like in hiring a lot of salespeople every single year, you're very aware of this kind of situation.
• 2:28
  SPEAKER_01: Even if you have the right people for the right role in the right company, it's maybe not enough to ensure that this person will succeed in your company.
• 2:39
  SPEAKER_01: Because what we notice is like it depends on the environment you build for this person.
• 2:44
  SPEAKER_01: Is the role clear enough?
• 2:46
  SPEAKER_01: Maybe system or software settled in a way that your team can perform, is that the right system?
• 2:53
  SPEAKER_01: Is there any communication in between different systems as well?
• 2:57
  SPEAKER_01: If you're using a CRM platform and an ERP platform, they're communicating together.
• 3:03
  SPEAKER_01: So maybe, yeah, the first question maybe we could ask a team is like, is the role they're having for is clear enough as a start?
• 3:13
  SPEAKER_00: Well, it's a good question.
• 3:14
  SPEAKER_00: Uh I've been a sales manager for a long time and I deal with a lot of sales managers on a daily basis.
• 3:21
  SPEAKER_00: You know, a lot of people are under pressure.
• 3:23
  SPEAKER_00: Uh, it tends to be a reactive sort of situation of there's a problem and we need to fix it straight away.
• 3:30
  SPEAKER_00: Unfortunately, when you're at that situation, it's potentially too late for a lot of companies, unfortunately, because if you are hiring under under pressure, you will tend to make a quick decision or try and get somebody in the seat, particularly if you've you've got a territory that is not being managed accordingly.
• 3:49
  SPEAKER_00: Again, so if you're uh it's like the football at the moment at night at the MCG, the lights come on, they're shining on you if you're the sales manager.
• 3:58
  SPEAKER_00: And the other area we look at is too is the industry experience instead of capability.
• 4:03
  SPEAKER_00: Well, then that's going to hurt you.
• 4:06
  SPEAKER_01: Another question would be the expectations uh are clear enough as well.
• 4:10
  SPEAKER_01: It's a question of leadership and how you structure your team as a salesperson.
• 4:17
  SPEAKER_01: But so are you communicating about your expectation about this person you're hiring?
• 4:22
  SPEAKER_00: In a lot of cases, I would suggest uh probably not, because uh most default to the way it's always been done, that whether that's a past advertisement, whether a past position description as well.
• 4:33
  SPEAKER_00: So yeah, if the role is is poorly defined and it's not clear on what's expected to succeed in this job, well then yeah, there's going to be a problem because not a leader's power for only industry experience.
• 4:48
  SPEAKER_00: Expectations weren't clear.
• 4:50
  SPEAKER_01: And that's just a part of the recruitment.
• 4:52
  SPEAKER_01: We are not even speaking about onboarding this person in the company afterwards.
• 4:56
  SPEAKER_01: So that's again another question to think about.
• 4:59
  SPEAKER_01: How you invol this new person, are the processes clear enough?
• 5:04
  SPEAKER_01: Um, what's the role of this person compared to the other member of the team?
• 5:09
  SPEAKER_00: But and every market, every state is different in Australia at the moment.
• 5:13
  SPEAKER_00: You know, you've got Queensland's booming, the southern markets are really struggling.
• 5:18
  SPEAKER_00: So I mean, if you're not clear on what's expected to succeed in the role, well then you're basically going to put someone in there and it's a bit like uh hit and hope, I call it.
• 5:29
  SPEAKER_00: It's you're sort of hoping for that silver bullet where someone's going to fix the problem.
• 5:34
  SPEAKER_00: And if the sales team are very busy sort of being in reactive mode, well then that can sort of cloud the the expectations.
• 5:42
  SPEAKER_01: What would be your advice as regards this question of onboarding, which is I think very crucial a point when you hire a new person in your team, and with all the experience you already have as yourself uh a sales manager, what would be the advice for companies who are struggling to maybe onboard or take leadership in their own team?
• 6:06
  SPEAKER_01: What would be success?
• 6:07
  SPEAKER_00: It's really important and I've seen it done poorly.
• 6:10
  SPEAKER_00: And I've been part of a situation where I honestly admit that I didn't do it well.
• 6:14
  SPEAKER_00: It's an area that is totally underestimated as far as the critical success of onboarding someone properly.
• 6:22
  SPEAKER_00: At the moment, we're doing a lot of work in creating a best practice onboarding process, and that way being able to also integrate that into technology that people can follow.
• 6:34
  SPEAKER_00: And that and you think about it, I mean, you may have one manager that is good at onboarding, he could be on holidays or he could be working on a big project, so he gives it to someone else.
• 6:43
  SPEAKER_00: So it really needs to be a repetitive process that you can also double back to.
• 6:48
  SPEAKER_00: And if there is a problem with performance, you can double back and go, okay, well, did we onboard properly?
• 6:53
  SPEAKER_00: Yes, yes, we did.
• 6:55
  SPEAKER_00: Here's the proof of what happened.
• 6:57
  SPEAKER_00: I'll give you an example at the moment.
• 6:58
  SPEAKER_00: There's someone in our network who has just taken on a new position.
• 7:02
  SPEAKER_00: We didn't recruit this person, but I've just had discussions with them.
• 7:05
  SPEAKER_00: And the onboarding from the company has been amazing.
• 7:08
  SPEAKER_00: They were trained in the first week on best-selling practice, what the company does, how they help their customers.
• 7:15
  SPEAKER_00: The following week they were taken away for the week to spend with specific training and development.
• 7:21
  SPEAKER_00: Uh, they did role-playing, they're shadowing people in the field.
• 7:25
  SPEAKER_00: That's a really good sign of onboarding because unfortunately, a lot of people are set up to fail because they're sent out into the market, they're not sure the about the market, they don't have the data, they don't know who people are because the last person walked out with all the information, or the information was spread amongst 25 different documents or systems that is really difficult to find.
• 7:49
  SPEAKER_00: It comes back to it's really important to be able to have that consistency in onboarding.
• 7:55
  SPEAKER_01: Well, that's that's really uh interesting topic, and that's what we are seeing as well with our clients.
• 8:02
  SPEAKER_01: So as you said, like role uh definition, expectations, onboarding a person, and as well, I think the next step would be maybe train those persons who they're like all on the same stage, all the same quality of information and level of information as well in the team.
• 8:21
  SPEAKER_01: Some of the things we can notice sometimes in the company as well is like you sometimes have very good people, but maybe not at the uh right role in the company that can happen as well with you know, the market change very fast.
• 8:37
  SPEAKER_01: There are like people uh moving as well very fast from a company to another, and the market now is very tight as well with the costs and uh and the hiring process as well.
• 8:51
  SPEAKER_01: Sometimes we can see like people are um uh evolving inside of the same business and company, but maybe doesn't have the right tools that's the things, but maybe as well doesn't have the right knowledge to, I don't know, for example, become a manager or to take uh leadership in a team.
• 9:11
  SPEAKER_01: So what is your uh opinion about that or your feedback uh or advice you could give to companies who are struggling with maybe the right person but not in the right role?
• 9:25
  SPEAKER_00: It's a great question.
• 9:26
  SPEAKER_00: We do tend to find that uh a lot of companies have the culture that they will promote from within, which I'm I'm all for.
• 9:33
  SPEAKER_01: Exactly.
• 9:33
  SPEAKER_00: But if the business really needs a strong sales manager or leader, you you still need to make sure that this is just from my opinion that is it needs to be the best person for the role.
• 9:45
  SPEAKER_00: It just doesn't need to be someone from within the business because that's your culture or that's your one of your KPIs, right?
• 9:53
  SPEAKER_00: Because you're actually setting someone up to fail.
• 9:55
  SPEAKER_00: And we see it quite often where someone's moved in, you know, they're in the business, they'd they've done well, they've given another opportunity, but they've had no training and development in that area.
• 10:04
  SPEAKER_00: And let's face it, you know, a lot of salespeople have never been trained, a lot of sales managers have never been trained.
• 10:10
  SPEAKER_00: And somebody can only teach to their own ability of what they've been taught.
• 10:14
  SPEAKER_00: In the a lot of the times we do see candidates applying for jobs, and then I look at the company they're from and I know the company, and I've seen a lot of candidates come through, and typically majority of them will be in the bottom half of salespeople when we've done a sales DNA assessment.
• 10:31
  SPEAKER_00: So, and that's from a management and salesperson perspective.
• 10:35
  SPEAKER_00: And and right now, if I go back to a conversation I had Monday morning, I was contacted by a company and the people that they had traditionally hired, which was more account management managing the current business, had industry experience.
• 10:52
  SPEAKER_00: Right now, the issue for the company is that they need growth.
• 10:56
  SPEAKER_00: They need hunter they need hunters more than they need account managers, and their sales are are behind target and the way they're going, it's going to get worse every month.
• 11:06
  SPEAKER_00: So I think it's really important right now with the environment around performance is that leaders need to say, I've got a problem right now, and if I don't do something, well then unfortunately heads are gonna roll.
• 11:17
  SPEAKER_00: And and sometimes a lot of the pr the blame can get shifted onto the individual person.
• 11:23
  SPEAKER_00: But again, it typically is more than just a single person.
• 11:27
  SPEAKER_00: I think a lot of the times we've seen good people walk into an environment where they know one is gonna succeed, which is not a good thing.
• 11:33
  SPEAKER_00: And really that discussion comes back in from yeah, how you're selecting the person, the onboarding, the processes and systems you've got, the training you're giving people, the coaching.
• 11:44
  SPEAKER_00: One of the big things, and you'd see this with what we're doing is that really a lot of companies will think I'm going to hire someone and they're gonna fix all my problems.
• 11:52
  SPEAKER_00: It's not going to happen.
• 11:54
  SPEAKER_00: So I might pass that back on to you as far as where, from your perspective, that that's where the the process and the training and and the onboarding and that coaching really aligns.
• 12:04
  SPEAKER_01: Yes, and again, to get back to what you were saying at the very start of the it really depends on the environment you're building for the new person you're hiring in your company.
• 12:15
  SPEAKER_01: You can have the the best process, but if you don't have um a change adoption uh strategy as well, and if you don't have a good leader in your team to get on board everybody to go in the same direction, it won't work.
• 12:31
  SPEAKER_01: A very important part we always underestimate is to communicate and make everything work in the same direction.
• 12:40
  SPEAKER_01: And as for the processes and the system, it needs to be adapted to your KPIs.
• 12:48
  SPEAKER_01: Everybody has to be trained in the same way in the tools.
• 12:51
  SPEAKER_01: You cannot like just give the CIM platform or the EIP platform to one person and expect this person to fill and ticks all the boxes in the right way.
• 13:02
  SPEAKER_01: There would need some processes, could be there are lots of opportunities that you can help your people to deal with, but again, just hiring a very good person with a lot of experience is not enough.
• 13:15
  SPEAKER_01: And the best tool is not enough as well.
• 13:18
  SPEAKER_01: You need to um to make all the ecosystem and all the environment work together, and again, the market and the business change very quickly.
• 13:29
  SPEAKER_01: So you need to change in the same pace as much as you can.
• 13:33
  SPEAKER_00: I mentioned before, like right now is a lot of pressure mounting because every month it finishes and someone is behind target, that just multiplies and it be and it becomes a challenge for the leader as well, because if compensation plans are built on an annual basis and someone has finished month two and they're a long way behind, sometimes they've they've hung up the hat.
• 13:53
  SPEAKER_00: They're like, I'm not gonna make this.
• 13:54
  SPEAKER_00: No matter what I do, I am not gonna make this, and I will I'm happy with my base salary, and you want to grow and not being rude, but I'm okay.
• 14:02
  SPEAKER_00: And and again, it puts a lot of pressure.
• 14:04
  SPEAKER_00: Again, that's the thing about sales.
• 14:06
  SPEAKER_00: It it every month starts fresh, you know.
• 14:08
  SPEAKER_00: You you've got to build back.
• 14:10
  SPEAKER_01: If I look at how you motivate people to to get on target.
• 14:14
  SPEAKER_00: And it is challenging to motivate your team, particularly if they're looking at the scoreboard and they know they're a long way behind.
• 14:19
  SPEAKER_01: It's like the processes and tools could be something that generates a lot of frustration for your teams as well.
• 14:27
  SPEAKER_01: So this is something you really need to be careful about because something that they would be struggling with will create a lot of frustration and could like really um take off the motivation of doing their job properly.
• 14:39
  SPEAKER_00: It's more about how can you help your team to do that little bit better.
• 14:44
  SPEAKER_00: And it that could be as far as process or effectiveness, working on their planners and and being able to maximize what they can out of it.
• 14:54
  SPEAKER_00: And if I look at training, and I was thinking about this the other day, a lot of people have never had training or development, but training and development should be built into the platform of what they're using.
• 15:05
  SPEAKER_00: They should be able to learn on the spot.
• 15:08
  SPEAKER_00: They, you know, they should be able to put up their hand and say, I need coaching on sales process or I need coaching on negotiation or uh selling value.
• 15:18
  SPEAKER_00: But again, and I think I always think the weekly sales meeting is totally underestimated.
• 15:23
  SPEAKER_00: I mean, we've done work with we've done work with companies that have got us in during the sales meetings, it's a really good way to change.
• 15:30
  SPEAKER_01: And as well, what we notice with our client is like sometimes they have as well multiple uh systems.
• 15:37
  SPEAKER_01: So that's another thing.
• 15:38
  SPEAKER_01: In some cases, you can justify the multiple use of different systems.
• 15:45
  SPEAKER_01: But what we notice is like some companies handle the prospecting part with the system, and then after they will jump into another system to deal with the sales pipeline, and there is a lot of uh data in between those tools.
• 16:00
  SPEAKER_01: So maybe as well, the way of thinking of process would be to get all those data in the same platform, and it would be easier for your team to understand how to integrate correctly those data.
• 16:13
  SPEAKER_01: And and yes, to have as well a tool that allows them to train at the same time.
• 16:18
  SPEAKER_01: Now, with the AI or introduction of small videos, you can even like onboard a person in a new process very easily.
• 16:26
  SPEAKER_00: If I come back to some key areas about implementing change, it's very difficult for us to do that if there's a lack of leadership accountability.
• 16:35
  SPEAKER_01: Yes.
• 16:35
  SPEAKER_00: We basically cannot do our job unless the person is accountable for the team.
• 16:41
  SPEAKER_00: They need to be reinforcing behaviors.
• 16:44
  SPEAKER_00: If we set standards, they need to be following that.
• 16:47
  SPEAKER_00: And even as a leader, I know I used to always use the CRM.
• 16:50
  SPEAKER_00: If we developed a process, I would follow the process because you've got to set the example.
• 16:55
  SPEAKER_00: The minute you take the foot off the gas is the minute that everyone else or the moment everyone else will stop doing what's required.
• 17:02
  SPEAKER_00: And I stand by what I say all the time is that I think you need to draw the line, the sand, if that's your system and that's your technology and it's and it's helpful for your team.
• 17:11
  SPEAKER_00: Well then if people want to get paid, they need to be able to use that because there's nothing worse than somebody leaves, you're like, oh, we're in trouble, they haven't been filling out the call reports, we haven't got the customer data, we don't even know who to talk to, we don't know what we don't know when they went there last time.
• 17:26
  SPEAKER_00: So there's a word that comes to mind here coaching versus hoping.
• 17:30
  SPEAKER_00: Again, if you are having your one-to-one coaching sessions, uh if you are involved actively uh with what your team are working on, that becomes you've got a lot more control and ownership of your data as well.
• 17:42
  SPEAKER_01: Exactly.
• 17:42
  SPEAKER_01: Yeah, totally agree with that.
• 17:44
  SPEAKER_01: It's a way as well to avoid a bit some other friction because you will be able to detect what is not working in the process um in the right time to solve it.
• 17:56
  SPEAKER_00: As a leader, if you're not using your system and your technology, well then it's hard to see sometimes changes that can be made that can make a big difference in effectiveness or or make a big difference in improving your win rate and stopping people going into your pipeline.
• 18:13
  SPEAKER_00: Because unfortunately, I've seen it over time, a lot of people will continue to miss a step or change something else or not do it the right way because it's easier just to do that instead of actually pointing it out and and making the change.
• 18:27
  SPEAKER_01: Yes, we will always have the tendency to remain in our comfort zone and it's not something like it's something very natural.
• 18:34
  SPEAKER_01: So the easier the system is or the process is, and the best uh result you can obtain from your team.
• 18:43
  SPEAKER_01: In your opinion, do you think that technology supports growth or simply support administration?
• 18:47
  SPEAKER_00: I think it needs to do both.
• 18:49
  SPEAKER_00: And and and the reason is that if both are not connected and working towards uh an outcome that you want to achieve, well then it's something's gonna fall down.
• 18:58
  SPEAKER_00: And and that's what we find.
• 19:00
  SPEAKER_00: It's like the old saying, you know, sales and marketing aren't aligned and systems and processes aren't aligned.
• 19:05
  SPEAKER_00: It's very hard to performance manage or say that someone's not doing their job if the technology and the administration components of what they're supposed to do are not aligned.
• 19:14
  SPEAKER_00: You can't see it.
• 19:15
  SPEAKER_00: I mean, I still sort of shudder to think right now that a lot of managers are sitting at their desk right now and it's nearly half of the week gone and they don't know where their people have been, what they've spoken about, what could have been done in between now and then to maybe help them grow or fix some problems or win some new deals.
• 19:34
  SPEAKER_00: It's like a lot of people will wait until the end of the week, even sometimes Monday, but when they get a manual report with the history, but it's too late.
• 19:45
  SPEAKER_00: I mean, you you need to be able to see everything right now.
• 19:48
  SPEAKER_00: You should know and back eight years when I was a sales manager, I knew right now where my people had been, who they'd seen, what they'd spoken about.
• 19:57
  SPEAKER_00: And again, I think a lot of companies are stuck in the dark ages of look, I think a lot of people are still sitting back waiting for something to happen.
• 20:06
  SPEAKER_00: They they want to use technology or they're not sure, they don't have the mindset to do it.
• 20:11
  SPEAKER_00: Uh many businesses right now have invested heavily in new ERP systems to improve efficiency across organisation.
• 20:18
  SPEAKER_00: I understand that cost restraints are also causing a lot of leaders, and I understand it, I do it in my own business, to look at different subscriptions that they've got that they're paying across multiple areas of the business.
• 20:30
  SPEAKER_00: So they're all trying to get it into one system.
• 20:32
  SPEAKER_00: So typically what we see is that finance, operations, procurement, uh, and reporting becomes a primary focus.
• 20:40
  SPEAKER_00: Unfortunately, from a sales point of view and a process, it really they they get the raw end of the deal.
• 20:47
  SPEAKER_00: The salespeople tend they tend to be like, we waited years to put the ERP system in.
• 20:52
  SPEAKER_00: It's got a C RM built into it.
• 20:54
  SPEAKER_00: So again, sales is typically forgotten during this process, and it's a lot more about admin and aligning technologies.
• 21:02
  SPEAKER_00: What's your uh what's your thoughts on that?
• 21:04
  SPEAKER_00: You know, considering some of the businesses we're working with at the moment and what you've seen in the past.
• 21:09
  SPEAKER_01: But something crucial and access on your mobile phone, but then after what you're doing with your data as well, are you analyzing?
• 21:16
  SPEAKER_01: Are you able to capitalize?
• 21:18
  SPEAKER_01: Are you able to predict what's going on in the next uh month?
• 21:22
  SPEAKER_01: So those are all questions as well.
• 21:25
  SPEAKER_01: You need to think about the use of the tool you have, and how you link those information with your prospecting portfolio as well, if I can express myself in this way.
• 21:38
  SPEAKER_01: And at which moment you so that's something as well really interesting in the process, like at which moment you define a deal, in which moment you're closing an opportunity.
• 21:48
  SPEAKER_01: In some of the business is not so very clear, or it's not something like we we can notice, it's not something uh every business is doing in the same way.
• 21:57
  SPEAKER_01: So that's also interesting question.
• 22:00
  SPEAKER_01: To to wonder before integrating someone in your team.
• 22:03
  SPEAKER_01: As well, difference of KPIs and objectives in between different departments in the same company.
• 22:10
  SPEAKER_01: So, how you define the indicators or the KPIs in between several different teams in your same company?
• 22:17
  SPEAKER_00: I think it comes back to that one system is potentially not going to do it all.
• 22:22
  SPEAKER_00: Some part is going to is going to struggle.
• 22:25
  SPEAKER_00: I've seen it before where companies will build their own ERP systems and it does everything they need across that finance, operations, procurement, order status updates.
• 22:35
  SPEAKER_00: And I I get that.
• 22:36
  SPEAKER_00: But I think from a salesperson point of view, the last thing they want to be told is the only way they can access their information is through a laptop.
• 22:44
  SPEAKER_00: They can't use voice to text.
• 22:46
  SPEAKER_00: There's no process analysis, there's no proper email sort of technology supporting that.
• 22:53
  SPEAKER_00: And again, it's really it comes back to that question: does our technology support growth or simply support administration?
• 22:59
  SPEAKER_00: And unfortunately, you know, the systems that we're seeing, and we work across multiple systems, as you know, we don't mind what system our clients are working across because we can help them either way.
• 23:10
  SPEAKER_00: But you know, when we're working, we use the best tools in the marketplace.
• 23:14
  SPEAKER_00: And and not only is it a CRM, but it's also a sales enablement tool.
• 23:19
  SPEAKER_00: So it helps people it helps people sell, it helps train your team, and it helps to be able to utilize a a platform that is best practice.
• 23:28
  SPEAKER_01: And as you said, like it's not uh one foot or the other, that it has to support growth and it has to support administration.
• 23:34
  SPEAKER_01: They're both working together.
• 23:37
  SPEAKER_01: Otherwise, your administration is something that you it's a basis, but there is no administration without growth at the same time.
• 23:44
  SPEAKER_01: So the U tool has to be settled in a way to support both in order to keep your business going.
• 23:50
  SPEAKER_00: I think if a a business owner or a CEO or a sales leader is on holidays or if they're away from the office traveling for work, they should be able to come in and see exactly what's going on.
• 24:00
  SPEAKER_00: And I think some of the leadership challenges we see just in closing here is right now, before hiring another salesperson, it's a good chance to ask, did we hire the right salesperson last time, or have we created the right environment for our team to succeed?
• 24:16
  SPEAKER_00: Is leadership providing the right support?
• 24:19
  SPEAKER_00: Because businesses don't grow because they hire salespeople alone.
• 24:23
  SPEAKER_00: You know, sustainable growth happens when the right people are supported by the right environment and effective leadership.
• 24:30
  SPEAKER_00: So really before replacing one part of the engine, make sure you've looked at the whole engine.
• 24:35
  SPEAKER_00: That's really important because at$200,000 per person as an investment with the sales person, I would challenge in the nicest possible way.
• 24:45
  SPEAKER_00: If anyone's listening to this and they're looking to hire a new person, let's have a discussion about where you're at, what's working, what isn't, and do you need to hire that next person, or can automation technology, training, coaching, and development actually provide you with more growth at with less expense?
• 25:05
  SPEAKER_00: And that's that's probably the closing part from me.
• 25:08
  SPEAKER_00: I do really uh appreciate your time on today's podcast.
• 25:12
  SPEAKER_01: Thank you very much.
• 25:13
  SPEAKER_00: Got a product that's struggling or launching something new?
• 25:16
  SPEAKER_00: Reach out.
• 25:17
  SPEAKER_00: We're inviting guests who want to make a real impact.