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Fixing Your Sales Team Before It Sinks You with Steve Heroux · Business Roundtable

• 0:31
  Speaker 1: All right, welcome back to the Business Around Table podcast.
• 0:34
  Speaker 1: This week we have another great guest. My name is
• 0:36
  Speaker 1: David Carr, your host and founder of Stewart Your Business.
• 0:40
  Speaker 1: We have Steve Haru here on the podcast. He is
• 0:44
  Speaker 1: going to really dive into how to fix your sales
• 0:47
  Speaker 1: team before it sinks you really sharing the contrarian advantage.
• 0:51
  Speaker 1: So welcome to the podcast, Steve. Glad to have you here.
• 0:54
  Speaker 2: Thanks David, thanks for being on man appreciate Yeah, I
• 0:57
  Speaker 2: know you can time out from being a quarterback, so thanks.
• 1:01
  Speaker 1: Yeah, there you go. I do get mixed up with
• 1:03
  Speaker 1: that occasionally, so you know, now, it's great to have
• 1:07
  Speaker 1: you here. I'm excited to kind of get into really
• 1:09
  Speaker 1: get into a kind of a no fluff conversation, if
• 1:11
  Speaker 1: you what's all going wrong in most small to mid
• 1:15
  Speaker 1: size sales teams, Steve, where you have such a great
• 1:18
  Speaker 1: experience and really unpacking some ways that companies are hiring wrong,
• 1:22
  Speaker 1: leading poorly losing deals and really how to fix that
• 1:26
  Speaker 1: and and and they're and their sales going forward. And
• 1:28
  Speaker 1: so before we do that, I always like to have
• 1:32
  Speaker 1: our new guests, particularly because we do have returning guests.
• 1:35
  Speaker 1: But since you're brand new to our audience joining us.
• 1:38
  Speaker 1: You have founded the Sales Collective, you are a best
• 1:42
  Speaker 1: selling author, you're a keynote speaker, you have created the
• 1:46
  Speaker 1: sales DNA test, among other things. And so tell us
• 1:50
  Speaker 1: a little bit about your journey in becoming the sale contrarian.
• 1:55
  Speaker 1: And so, you know, why is that you know relevant
• 1:57
  Speaker 1: to our listeners? Take us back a little and I'll
• 2:00
  Speaker 1: love to hear your journey.
• 2:02
  Speaker 2: Sure thing, Hey, everybody, Steve Pharu be nice to meet y'all.
• 2:06
  Speaker 2: If you can see it great, if you can hear
• 2:08
  Speaker 2: it great. But yes, I'm probably the last person you'd
• 2:14
  Speaker 2: ever think right would become, you know, a keynote speaker,
• 2:17
  Speaker 2: right in doing what I do. And I grew up
• 2:22
  Speaker 2: pretty much not saying a word. I mean the first
• 2:25
  Speaker 2: you know, seventeen years of my life. I mean, I
• 2:28
  Speaker 2: you know, Mimes thought I was quiet, so to say
• 2:32
  Speaker 2: I was shy would be an understatement. But I ended
• 2:35
  Speaker 2: up I'm from Boston and ended up getting into a
• 2:38
  Speaker 2: really expensive business school up there and realized that after
• 2:42
  Speaker 2: I got my first semester of books that cost me
• 2:44
  Speaker 2: almost two grand I was about to bankrupt my parents.
• 2:48
  Speaker 2: So I had to get a job to help pay
• 2:51
  Speaker 2: for college, and so I was going to do anything.
• 2:54
  Speaker 2: I answered this job at and they had these poll
• 2:57
  Speaker 2: tabs and flyers right all over campus everything. It just said,
• 3:01
  Speaker 2: you know, part time job, ten dollars an hour and
• 3:04
  Speaker 2: a phone number, you know, and that was it. And
• 3:08
  Speaker 2: I call the number. I'm like, what is this job
• 3:10
  Speaker 2: you guys have plastered.
• 3:11
  Speaker 1: All over campus.
• 3:13
  Speaker 2: He goes, it's sales and I said, so would I
• 3:19
  Speaker 2: need to like talk to anybody? Or yeah, you have
• 3:24
  Speaker 2: to talk to what's wrong with you? Don't you have
• 3:27
  Speaker 2: a desk job or something or data entry? And she's
• 3:30
  Speaker 2: like no. I said, well, what would I be selling?
• 3:34
  Speaker 2: She goes, we'll let you know when you get down here.
• 3:37
  Speaker 2: So I went to and I got hired. I obviously
• 3:43
  Speaker 2: met their qualifications of you know, breathing and bleeding. So
• 3:49
  Speaker 2: I went back and told my parents and my parents,
• 3:51
  Speaker 2: by the way, Arthur Castanzas from Seinfeldt sob oh, yeah,
• 3:56
  Speaker 2: that's kind of how I ended up like this. But
• 4:00
  Speaker 2: so my dad goes out to go Stevie. I'm like, great, dad,
• 4:02
  Speaker 2: I got the job. That's awesome. What are you gonna
• 4:04
  Speaker 2: be doing? And I said, well, I think I'm gonna
• 4:09
  Speaker 2: sell knives door to door and people on a call it.
• 4:14
  Speaker 2: You know, podcasts are laughing now because it's everybody knows
• 4:17
  Speaker 2: cutco knives, and so I have to you know, let
• 4:22
  Speaker 2: you know, my dad was very supportive and uplifting and
• 4:25
  Speaker 2: an amazing dad, very nurturing and you know, so he
• 4:28
  Speaker 2: he turns to me and he goes, are you a moron?
• 4:35
  Speaker 2: Save the explotive?
• 4:36
  Speaker 1: You get it?
• 4:38
  Speaker 2: I go what he goes, Stevie, don't be a schmuck.
• 4:43
  Speaker 2: You're gonna you're gonna sell knives door to do it.
• 4:46
  Speaker 2: You don't even talk. Who are you gonna sell knives to?
• 4:50
  Speaker 2: We'll be stupid. Get a real job. I don't want
• 4:53
  Speaker 2: to hear another word about this. I go, fine, hey, ma,
• 4:58
  Speaker 2: can I have one hundred and fifty bucks for this
• 4:59
  Speaker 2: night thing? So to pay for the job. So my
• 5:07
  Speaker 2: mom gives me the money and that was freshman year
• 5:10
  Speaker 2: of college. By senior year, I was number one in
• 5:13
  Speaker 2: the country selling cutcoa knives. So you know, quite the transformation,
• 5:20
  Speaker 2: I guess.
• 5:21
  Speaker 1: Yeah, going from your dad saying don't do it at all,
• 5:24
  Speaker 1: I think being number one in the country.
• 5:26
  Speaker 2: Ye, So yeah. I stayed with them for a few
• 5:28
  Speaker 2: years after college, running sales teams and then went into
• 5:32
  Speaker 2: the insurance industry, which many of you know, the insurance
• 5:36
  Speaker 2: company with the duck. So it's funny. I went to
• 5:40
  Speaker 2: this job there and the guy looked at my resume
• 5:42
  Speaker 2: and he goes, he goes, you made money selling cutco knives. Yes, sir,
• 5:51
  Speaker 2: quite a lot of it. He goes, you can do
• 5:54
  Speaker 2: a flock And I said, I don't even know what
• 5:58
  Speaker 2: what is a flock? Anyway, he goes, doesn't matter. When
• 6:02
  Speaker 2: can you start? So that was my interview with that.
• 6:05
  Speaker 1: Wow.
• 6:07
  Speaker 2: I spent thirteen years at AFLAC and somehow in the
• 6:11
  Speaker 2: middle of my career did slightly better than sixty thousand agents.
• 6:15
  Speaker 2: So wow, that's my background. So now again I get
• 6:18
  Speaker 2: to teach and coach and train and speak and write
• 6:21
  Speaker 2: and do all these things to help people, you know,
• 6:23
  Speaker 2: do what I did. And I pretty much did the
• 6:26
  Speaker 2: polar opposite of everything I was ever taught ever, and
• 6:30
  Speaker 2: so that hence the title the sales Contrarian and the
• 6:34
  Speaker 2: books doing so well and all of those things. And
• 6:37
  Speaker 2: so that's how I got started.
• 6:39
  Speaker 1: Wow. Well, I mean, and this is society to dive into,
• 6:43
  Speaker 1: because you know, I think a lot of people almost
• 6:46
  Speaker 1: sometimes say sales is you know, I know you have
• 6:49
  Speaker 1: the sales is is a dirty word. It's like, I
• 6:52
  Speaker 1: feel dirty being sales?
• 6:55
  Speaker 2: Is that a plant? Or did you actually say that?
• 6:58
  Speaker 2: So yeah, go ahead, I don't even know that they're listening.
• 7:01
  Speaker 2: So The Sales Contrarian's my latest book. My first book
• 7:05
  Speaker 2: is called Sales is not a dirty word. What's funny
• 7:10
  Speaker 2: you said that? This is two weeks ago. I had
• 7:14
  Speaker 2: to get a new MX card and I'm talking to
• 7:16
  Speaker 2: the lady on AMEX and she goes, wait a second,
• 7:20
  Speaker 2: I know you. I'm like, what, how do you know?
• 7:25
  Speaker 2: What do you mean? She goes, I have your book.
• 7:29
  Speaker 2: I'm like, the sales Contrarian. She goes, no, no, no, no,
• 7:33
  Speaker 2: you wrote sales is not a dirty word, right I
• 7:36
  Speaker 2: go yeah. She goes, yeah, I love it. I can't
• 7:39
  Speaker 2: even like bought it during the pandemic, like it changed
• 7:41
  Speaker 2: my whole life. And you know, I'm like, wow, well thanks,
• 7:44
  Speaker 2: I was always looking for the one person who bought it,
• 7:47
  Speaker 2: so really, you know, she laughs.
• 7:49
  Speaker 1: Whatever, So it's.
• 7:50
  Speaker 2: Funny you say that, But that is the idea behind
• 7:53
  Speaker 2: why I do what I do is to undo right
• 7:56
  Speaker 2: this disastrous reputation that salespeople haven't Another author who I
• 8:02
  Speaker 2: aspire to be, you know, one one thousandth of right,
• 8:05
  Speaker 2: Daniel Pink and I cite Daniel in my new book.
• 8:10
  Speaker 2: But Daniel cites a study in his book called to
• 8:14
  Speaker 2: Sell is Human?
• 8:15
  Speaker 1: Right, What a surprise.
• 8:17
  Speaker 2: And there's a study that they cite where they ask
• 8:20
  Speaker 2: to people, thousands and thousands of people, what's the first
• 8:22
  Speaker 2: word that comes to mind when you hear the word
• 8:24
  Speaker 2: salesperson or sales Right, So y'all can look up the
• 8:29
  Speaker 2: word cloud, but it's not endearing, Okay, the word will
• 8:33
  Speaker 2: say and the number one answer was pushy. Then you
• 8:38
  Speaker 2: have things like yuck, ug, aggressive, smarmy. Right, there's all
• 8:43
  Speaker 2: these words, and if anyone listening doesn't already know the
• 8:48
  Speaker 2: reputation salespeople have, this will solidify it. The three least
• 8:53
  Speaker 2: trusted professions on this planet salespeople, lawyers, politicians. What a crew?
• 9:02
  Speaker 1: Mm.
• 9:02
  Speaker 2: So if you keep doing this the old school feel
• 9:09
  Speaker 2: felt found and you know magic selling systems right from
• 9:13
  Speaker 2: the sixties. You gotta say this and do that, do
• 9:16
  Speaker 2: the upfront contract. Like you're causing people to resist even more,
• 9:23
  Speaker 2: like you're in reinforcing the trauma right they've been through
• 9:28
  Speaker 2: in every selling experience they've ever had, and you do
• 9:32
  Speaker 2: the same thing that's always been done to them. You
• 9:34
  Speaker 2: ain't selling stuff. So trying to undo all of these
• 9:38
  Speaker 2: bad behaviors is pretty much what I work on every day.
• 9:42
  Speaker 1: Well, it's so needed, you know, and unfortunately it's not
• 9:45
  Speaker 1: going to go way quickly. But I think I'm glad
• 9:47
  Speaker 1: you're here, Steve, because you know, I work with business
• 9:52
  Speaker 1: owners all the time and individuals and helping them. And
• 9:57
  Speaker 1: even in my own mind, Steve, like turning it around
• 10:00
  Speaker 1: in a healthy way and in becoming a true professional,
• 10:04
  Speaker 1: Are you actually helping people and not being a glorified
• 10:09
  Speaker 1: order taker?
• 10:10
  Speaker 2: You know, absolutely, that's what I mean. A lot of
• 10:15
  Speaker 2: salespeople in the last few years during the pandemic anyway,
• 10:19
  Speaker 2: obviously thankfully we're much past that now, but it made
• 10:24
  Speaker 2: a lot of salespeople lazy because their product or service,
• 10:28
  Speaker 2: or industry or environment or whatever was adversely affected or
• 10:35
  Speaker 2: right incredibly positively affected right with COVID, and so people
• 10:40
  Speaker 2: did become order takers because it was much easier to
• 10:42
  Speaker 2: sell certain things. So now it's time to realize that
• 10:48
  Speaker 2: maybe all of that success wasn't us as salespeople, and
• 10:52
  Speaker 2: it was we just had a fire hose when somebody's
• 10:55
  Speaker 2: house was on fire. And so there's a lot of
• 11:01
  Speaker 2: salespeople right now don't believe right they are a true
• 11:07
  Speaker 2: professional like a doctor or a dentist, right or or whatever.
• 11:12
  Speaker 2: And if you treat it like that, well clearly you're
• 11:15
  Speaker 2: not going to have great success. So the second people
• 11:18
  Speaker 2: start treating this like a career and something that is
• 11:21
  Speaker 2: to be respected, and that's really again, part of my
• 11:24
  Speaker 2: plight here is to bring respect right back into the
• 11:27
  Speaker 2: sales profession. And so that's you know, what gets me
• 11:31
  Speaker 2: up every day.
• 11:32
  Speaker 1: Yeah, well absolutely, And whether you're and I would say
• 11:34
  Speaker 1: Steve as people are listening to this, whether you're the
• 11:37
  Speaker 1: business owner or leader organization. You may not be the
• 11:42
  Speaker 1: full time salesperson, but aren't we in some ways you're
• 11:46
  Speaker 1: always doing some sort of sales selling.
• 11:50
  Speaker 2: Yeah. I met a gentleman through Vistage. We were talking
• 11:53
  Speaker 2: about and he had been in Vistage for ten twenty years,
• 11:57
  Speaker 2: long time, sold this company for three billion dollars. Ket
• 12:01
  Speaker 2: just met him randomly. He was listening to my business
• 12:04
  Speaker 2: talk and at the end I was like, man, Mike,
• 12:06
  Speaker 2: that's pretty amazing what you've built and what you do,
• 12:09
  Speaker 2: and you know, can I ask what your company was
• 12:14
  Speaker 2: and he said I ran a sales organization. I'm like, oh,
• 12:18
  Speaker 2: that's interesting. How so and he said, well, we manufactured pipes.
• 12:26
  Speaker 2: And I'm like, man, this guy gets it right, because
• 12:30
  Speaker 2: everyone is selling right. The foreman has to sell shipping
• 12:34
  Speaker 2: on his or her idea right, the head of accounting,
• 12:38
  Speaker 2: you know, she's got to sell you know, her new
• 12:42
  Speaker 2: design of a spreadsheet right to her. So you know,
• 12:46
  Speaker 2: kids are obviously the best salespeople just never give up.
• 12:51
  Speaker 2: But there's so much of that in life that we don't,
• 12:55
  Speaker 2: you know, understand. And another part of what I'm doing,
• 12:59
  Speaker 2: which I think is really great to share and if
• 13:01
  Speaker 2: anybody would like to help, that would be awesome. I
• 13:03
  Speaker 2: have a nonprofit that I called a Million Veteran Mission,
• 13:06
  Speaker 2: So I'm going to teach a million veterans how to sell,
• 13:09
  Speaker 2: so we'll all be gifted granted donating. We have so
• 13:12
  Speaker 2: many great connections already in the military, but our men
• 13:16
  Speaker 2: and women come back write these heroes to not much,
• 13:19
  Speaker 2: and many of them want to go into civilian life.
• 13:22
  Speaker 2: And you know, if I can give back and do
• 13:24
  Speaker 2: my part, I don't want them like being exposed to
• 13:29
  Speaker 2: these social media clowns and grifter and frauds who are
• 13:34
  Speaker 2: against selling magic sale systems and special methodology, you know,
• 13:41
  Speaker 2: sales like that, that's just going to cause more damage.
• 13:45
  Speaker 2: So anybody listening has any connections to these heroes or organizations, right,
• 13:50
  Speaker 2: please feel free to reach out.
• 13:52
  Speaker 1: Yeah, absolutely, Well we'll make sure we put that in
• 13:54
  Speaker 1: the show notes, Steve, and make sure you guys how
• 13:57
  Speaker 1: you can connect with Steve Steve and are connected on
• 13:59
  Speaker 1: LinkedIn and my other places so that you can learn
• 14:03
  Speaker 1: from this and can connect and support this mission. I
• 14:05
  Speaker 1: think that's fantastic, Steve, because I think a lot of
• 14:09
  Speaker 1: people and speaking as a small business owner, we want
• 14:12
  Speaker 1: to help people so much. Sometimes we don't know how
• 14:14
  Speaker 1: to do the sales portion in an effective manner, and
• 14:18
  Speaker 1: like you said, we go on maybe a one size
• 14:21
  Speaker 1: it's done. We're trying, we're just trying to we're self sabotaging.
• 14:26
  Speaker 1: We're trying these scripts or things that were like well
• 14:28
  Speaker 1: it worked in the past or somehow you know, and
• 14:31
  Speaker 1: it's it's it's not working the way like you said,
• 14:34
  Speaker 1: and we've got to, like you know, hopefully heal this
• 14:37
  Speaker 1: brokenness in sale and today's sales team, because I know
• 14:41
  Speaker 1: It bugs the heck out of me when I get
• 14:43
  Speaker 1: people daily pitching me on emails or LinkedIn or whatever
• 14:48
  Speaker 1: it is this and I feel manipulated. I feel like
• 14:52
  Speaker 1: you said, pushy, like those things I'm literally experiencing, and
• 14:55
  Speaker 1: I'm like, there is nothing drawing me into your proposition.
• 15:01
  Speaker 2: If it doesn't make mine right, it makes you not
• 15:05
  Speaker 2: want to buy. And it's funny you mentioned again a
• 15:08
  Speaker 2: couple of things that relate. But one of my keynotes,
• 15:12
  Speaker 2: I mean, the title, right is one size fits none,
• 15:15
  Speaker 2: So you can't do that, right. That doesn't work in
• 15:20
  Speaker 2: any aspect of life. Right. There isn't one size bicycle seat. Okay,
• 15:25
  Speaker 2: for you cyclists, you'll know what I mean. There isn't
• 15:28
  Speaker 2: one size shoe, right, A Nike only make size ten.
• 15:34
  Speaker 2: It's not how it works, and it's some of you
• 15:37
  Speaker 2: sportsman will know. But the US Open, you know, just
• 15:40
  Speaker 2: happened this weekend. It's just probably the best finish I've
• 15:43
  Speaker 2: ever seen but in golf, and one hundred and fifty
• 15:47
  Speaker 2: six players teed it up on Thursday. Okay, one fifty six.
• 15:52
  Speaker 2: How many unique sets of golf clubs do you think
• 15:57
  Speaker 2: we're on the course? Out of one hundred and fifty
• 15:59
  Speaker 2: six plays. How many unique sets?
• 16:01
  Speaker 1: That's a good question. Does everybody have their own unique
• 16:04
  Speaker 1: you know, one hutter or whatever they want to have? Right?
• 16:08
  Speaker 2: Yes, every single club is custom fitted to the person.
• 16:13
  Speaker 2: They don't go to Dick's Sporting Goods and buy the
• 16:15
  Speaker 2: magic set off the rack. And that is literally how
• 16:20
  Speaker 2: sales training has been done for seventy five years. Here's
• 16:25
  Speaker 2: your clubs. Yeah, they don't fit, like I can't even
• 16:31
  Speaker 2: address them. And they're left handed. I'm right handed. No,
• 16:36
  Speaker 2: I know. We just do it all the same way. Right,
• 16:40
  Speaker 2: These are these again magic old school sales methodology systems. Right,
• 16:46
  Speaker 2: that doesn't work right, It's it's twoenty twenty five, not
• 16:52
  Speaker 2: nineteen sixty five VCRs. We don't have Matt books in
• 16:58
  Speaker 2: our cars because they're obsolete, you know, all these sales
• 17:03
  Speaker 2: training techniques that are still being taught to that. It's like, dude, really,
• 17:10
  Speaker 2: so again, there's so much that has to be undone.
• 17:15
  Speaker 2: But the proof is in the pudding, right, talk talk
• 17:18
  Speaker 2: to consumers and you know, ask if they like being manipulated? Right,
• 17:22
  Speaker 2: And I'm talked down to and finaggled and nlped and
• 17:30
  Speaker 2: all of this crap that anybody with a working brain
• 17:34
  Speaker 2: whose synapses connect can see what a salesperson is doing.
• 17:39
  Speaker 2: M hmmm, we'll think it's a good thing. Good luck
• 17:43
  Speaker 2: to y'all. Okay, but that stuff does.
• 17:45
  Speaker 1: Not work, no, well it You know, like you said,
• 17:49
  Speaker 1: you can manipulate certain people to buy. There's certain things
• 17:52
  Speaker 1: you can do, right. It's not sustainable though, it doesn't
• 17:55
  Speaker 1: gain loyalty. Right, maybe you get the one off, right, Steve.
• 17:59
  Speaker 2: Correct'll never buy from you again, they'll never tell the friends,
• 18:02
  Speaker 2: they will put good things about you on LinkedIn or
• 18:05
  Speaker 2: social media. You won't have testimonials, you won't get referrals.
• 18:09
  Speaker 2: But you made the sale right. And this is again
• 18:12
  Speaker 2: what companies just are flat out insanely idiotically missing. Is
• 18:19
  Speaker 2: like you're foisting these ridiculous quotas onto a salesperson for
• 18:25
  Speaker 2: no reason at all. You just made stuff up in
• 18:28
  Speaker 2: a boardroom that they have to sell this amount by
• 18:32
  Speaker 2: this month or this quarter, and so you put massive
• 18:36
  Speaker 2: amounts of undue pressure on a salesperson to arm, wrestle
• 18:40
  Speaker 2: or prospect into buying who's not ready to buy to
• 18:44
  Speaker 2: meet your arbitrary number. I can't even describe the idiocy
• 18:51
  Speaker 2: of this, and in no other professional situation. Is this
• 18:57
  Speaker 2: ever done?
• 18:58
  Speaker 1: Right?
• 18:58
  Speaker 2: That it is not done on Broadway? Okay, it is
• 19:02
  Speaker 2: not done in Hollywood, It's sure as heck. Is not
• 19:05
  Speaker 2: done on any major league sports team ever. Right, They
• 19:09
  Speaker 2: don't sit the players down before the season and arbitrarily
• 19:14
  Speaker 2: assigned the amount of receiving yards you need to catch
• 19:18
  Speaker 2: this year. Yes, it defies logic, but that's what's done
• 19:24
  Speaker 2: to salespeople and leaders and CEOs and owners think it's
• 19:28
  Speaker 2: a good thing.
• 19:30
  Speaker 1: Mm hmm.
• 19:31
  Speaker 2: So again, it is a lot of undoing you know
• 19:36
  Speaker 2: has to happen. Yeah, which, again it's frustrating. But when
• 19:43
  Speaker 2: you meet the people that get it, and this is
• 19:45
  Speaker 2: a part of sales, I don't think a lot of
• 19:46
  Speaker 2: people understand. I asked this to a group I was
• 19:51
  Speaker 2: speaking to last week, and that there's two things I'm
• 19:54
  Speaker 2: completely unqualified to talk about, marriage and parenting, right, I
• 19:58
  Speaker 2: barely qualified to talk about this. But I ask people
• 20:03
  Speaker 2: who are parents, Okay, who has a daughter? Right? And
• 20:08
  Speaker 2: I don't know if you have kids?
• 20:10
  Speaker 1: I do, Yeah, that's.
• 20:12
  Speaker 2: Ye.
• 20:13
  Speaker 1: You have your daughter, a nineteen year old daughter and
• 20:15
  Speaker 1: a sixteen year old son.
• 20:16
  Speaker 2: Okay, this is perfect. So you have a teenage daughter? Yes,
• 20:22
  Speaker 2: I'll ask you the same question. Should she date whoever
• 20:29
  Speaker 2: the hell wants to date her?
• 20:31
  Speaker 1: No way? Why why they really discriminating? Know what their
• 20:36
  Speaker 1: intentions are?
• 20:38
  Speaker 2: They really want to date her. Isn't that a qualification?
• 20:41
  Speaker 1: No, no, it is not.
• 20:44
  Speaker 2: So salespeople listen on. Just because somebody wants to buy
• 20:49
  Speaker 2: something from you does not mean you should sell it
• 20:54
  Speaker 2: to them. That is not a qualityfication. You would not
• 21:02
  Speaker 2: let your daughter do that. Why do you let your
• 21:05
  Speaker 2: salespeople do that? You sell things to the wrong people.
• 21:11
  Speaker 2: It's disastrous. But hey, you met your quota, so that
• 21:17
  Speaker 2: was good, right. I mean again, it's pure insanity. You're
• 21:22
  Speaker 2: wasting time with bad customers. They will talk trash about you.
• 21:26
  Speaker 2: You can never please them. They're often unprofitable. They tax
• 21:31
  Speaker 2: your entire sales or delivery team. They will never say
• 21:35
  Speaker 2: a good thing about you. You can't win. They're not
• 21:38
  Speaker 2: going to reorder, they're not going to give you referrals.
• 21:41
  Speaker 2: But you hit the goal.
• 21:43
  Speaker 1: Yeah right, it's it's so important.
• 21:46
  Speaker 2: It's so opposite of what should be done. But this
• 21:50
  Speaker 2: is what people are taught. Right, someone's within three square
• 21:54
  Speaker 2: feet of me and they have some form of currency,
• 21:56
  Speaker 2: I better extract it.
• 21:58
  Speaker 1: Like what no, Oh my god, now I've seen it
• 22:01
  Speaker 1: first time what you're talking about, Steve. I mean I've
• 22:03
  Speaker 1: been coming from the professional services industry, environmental consulting. Just
• 22:07
  Speaker 1: what you exactly said. You get any ambitious, you know,
• 22:12
  Speaker 1: proposal manager, somebody wants to get the sale in, like oh,
• 22:15
  Speaker 1: they want to spill. They're so get it in. They're excited,
• 22:18
  Speaker 1: and like you said, it's just a cascating efact throughout
• 22:21
  Speaker 1: the WRRLE organization that you never if they're not happy,
• 22:25
  Speaker 1: you keep having to like go back, oh well I
• 22:27
  Speaker 1: shouldn't be charged for this, but that The other thing
• 22:29
  Speaker 1: and then your team is frustrated is they're filling it
• 22:32
  Speaker 1: the stress and it's so it's it's it goes and
• 22:34
  Speaker 1: it goes down to the accounting. Hey they're not paying
• 22:36
  Speaker 1: their invoices in time or whatever. It's all of these things. Yeah,
• 22:40
  Speaker 1: and we have to be really cognizant of that. And
• 22:43
  Speaker 1: what you're saying, what I'm hearing you say, Steve, is
• 22:44
  Speaker 1: think about this all the way back before you even
• 22:46
  Speaker 1: hire the person. What is your overall plan? What is
• 22:50
  Speaker 1: and I think we've talked about this, your ere of
• 22:52
  Speaker 1: like this sales DNA, like what is what what are
• 22:55
  Speaker 1: we missing? Because we had to think through this a
• 22:57
  Speaker 1: little bit more intently instead of just oh yep, I
• 23:00
  Speaker 1: set the quota and I'm gonna hire just these people
• 23:02
  Speaker 1: and I'll fill them in and they'll make it happen.
• 23:05
  Speaker 1: That's not really for success good strategy, No, you know, yeah, yeah,
• 23:12
  Speaker 1: care a little bit more about what do you do?
• 23:14
  Speaker 1: Like what how do you like that missing link in
• 23:16
  Speaker 1: the hiring and like bridging that? Yeah, yeah, I mean.
• 23:20
  Speaker 2: In uh, if we had to pick like one thing
• 23:24
  Speaker 2: that we do as a company, right, sales collectively, the
• 23:27
  Speaker 2: one thing we do the best is probably building sales processes.
• 23:32
  Speaker 2: And you know, we talk about sports a lot because
• 23:35
  Speaker 2: such an easy yeah, Parson, And everybody knows football, right.
• 23:40
  Speaker 2: Everybody knows the NFL, right, I like everyone knows how
• 23:43
  Speaker 2: there's the most watched sport and American and all that stuff.
• 23:46
  Speaker 2: So there are thirty two teams in the NFL. And
• 23:50
  Speaker 2: I don't know if you watch or you like a
• 23:52
  Speaker 2: team or whatever. Do you have a team you watch?
• 23:55
  Speaker 1: Oh goodness, I'm here in southern California. My teams have
• 23:57
  Speaker 1: moved away. So right from a yeah fan or.
• 24:01
  Speaker 2: Raider fan, I got right. Yeah, So they're thirty two teams.
• 24:06
  Speaker 1: Mm hmm.
• 24:07
  Speaker 2: Do you know how many guys are on a team?
• 24:11
  Speaker 1: That's a good question. Now I don't how many guys
• 24:12
  Speaker 1: are on so.
• 24:14
  Speaker 2: On a Sunday, roughly fifty two to fifty three in
• 24:18
  Speaker 2: that range, right, show up, right to play? How long
• 24:22
  Speaker 2: do you think these guys have been playing?
• 24:25
  Speaker 1: Oh? Goodness, what the life of a foot foto players
• 24:28
  Speaker 1: on a few right?
• 24:30
  Speaker 2: In their lives? Oh?
• 24:31
  Speaker 1: In their whole life?
• 24:32
  Speaker 2: Yeah? How many years have they played this sport?
• 24:35
  Speaker 1: Oh? Gosh, if they're professional, what ten, ten years, fifteen?
• 24:39
  Speaker 2: I don't know, So let's say fifteen years they've been playing.
• 24:42
  Speaker 2: How good are they compared to the average human?
• 24:45
  Speaker 1: I mean they're like at the top. I don't think
• 24:49
  Speaker 1: anybody average human can meet meet with these guys.
• 24:52
  Speaker 2: Do you know how much they make? Like what their
• 24:55
  Speaker 2: salary is? Do you know the average salary?
• 24:57
  Speaker 1: It's the average salary. Now, it's got a decent amount
• 25:00
  Speaker 1: per and your year or whatever. Right their contract it's
• 25:03
  Speaker 1: three is it? Three? Wow? Over three million? Okay? Average average?
• 25:09
  Speaker 1: That's just average. Like if you're just that's not anybody
• 25:12
  Speaker 1: you know, the top quarterback or.
• 25:14
  Speaker 2: They're sixty million, right the median salary. So the most
• 25:19
  Speaker 2: common amongst the team right is eight hundred and sixty thousand.
• 25:22
  Speaker 2: The guys that do not play right, it's eight hundred
• 25:26
  Speaker 2: and sixty thousand. So the question is this, there are
• 25:30
  Speaker 2: thirty two teams in the NFL with teams full of
• 25:35
  Speaker 2: one to one thousandth of one percenters who get paid
• 25:37
  Speaker 2: millions of dollars who know what to do? What percentage
• 25:41
  Speaker 2: of those thirty two teams have a playbook?
• 25:45
  Speaker 1: They all have them?
• 25:46
  Speaker 2: Oh funny, they all do. Do you know what percentage
• 25:50
  Speaker 2: of companies have a playbook for their.
• 25:52
  Speaker 1: Salespeople question, what's what? What is it? What's what? What's what?
• 25:58
  Speaker 1: You're finding on this one percent? Wow? Fourteen percent? That's incredible.
• 26:05
  Speaker 2: Eighty six percent of companies, if they were a football team,
• 26:09
  Speaker 2: would go, hey, guys, there's the field. Yeah, go like
• 26:15
  Speaker 2: score a lot or something, and they expect to win games. Again,
• 26:24
  Speaker 2: that is an insane thought. And moreover, these thirty two
• 26:29
  Speaker 2: teams that have a playbook, do you know how much
• 26:32
  Speaker 2: they practice this playbook?
• 26:34
  Speaker 1: Oh? Man, they're doing it what every week? Every couple
• 26:38
  Speaker 1: of days? I mean they're out there right yep.
• 26:41
  Speaker 2: So this is a good one for people to realize
• 26:44
  Speaker 2: with you and your teams. So on a Sunday, right,
• 26:47
  Speaker 2: a game you know on Sunday, Right, it's three hours
• 26:51
  Speaker 2: and fifteen to sixteen minutes.
• 26:52
  Speaker 1: For the broadcast.
• 26:54
  Speaker 2: Just to this is the game is three hours long.
• 26:58
  Speaker 2: The actual time on a clock in an NFL game
• 27:01
  Speaker 2: is sixty minutes. Do you know how much time you
• 27:06
  Speaker 2: know football actually happens. Do you have any idea how
• 27:11
  Speaker 2: many minutes the ball is in motion?
• 27:14
  Speaker 1: Oh, that's a great question. Oh my gosh, probably pretty
• 27:17
  Speaker 1: low then, right, because it's all.
• 27:18
  Speaker 2: The timeouts and what is it eighteen minutes?
• 27:21
  Speaker 1: Eighteen minutes out of the sixty that you are actually playing,
• 27:24
  Speaker 1: the ball is actually moving?
• 27:26
  Speaker 2: Correct? Wow, you've got fifty three guys right that show
• 27:31
  Speaker 2: up to work on Sunday? Ye? Do all fifty three
• 27:34
  Speaker 2: guys all play eighteen minutes?
• 27:38
  Speaker 1: No?
• 27:39
  Speaker 2: Why not?
• 27:40
  Speaker 1: You only can have so many people on the field
• 27:41
  Speaker 1: at one time.
• 27:43
  Speaker 2: Then also, right, you've so eleven out of fifty three,
• 27:47
  Speaker 2: only eleven? Yeah, and you have offense, you have defense.
• 27:51
  Speaker 1: Oh that's yep, that's true.
• 27:53
  Speaker 2: Special teams so precisely zero players play all three.
• 27:57
  Speaker 1: Phases and none of them. Again, right, the.
• 28:00
  Speaker 2: Most amount of minutes one player can possibly play on
• 28:05
  Speaker 2: a Sunday is six minutes.
• 28:08
  Speaker 1: That's incredible.
• 28:10
  Speaker 2: Maybe if they're getting killed and they're on offense, they're
• 28:16
  Speaker 2: not going to be on the field for six minutes
• 28:18
  Speaker 2: because the defense is always out there because they're getting killed.
• 28:23
  Speaker 2: So the most an NFL player could possibly work in
• 28:27
  Speaker 2: a week is six minutes, and that person makes three
• 28:32
  Speaker 2: point three million dollars a year. So the question is this,
• 28:38
  Speaker 2: how much time do these athletes put in to prepare
• 28:42
  Speaker 2: during the week. If they get a chance to work
• 28:46
  Speaker 2: for six minutes, how much time do they put in
• 28:49
  Speaker 2: to prepare to possibly execute for those six minutes, Because
• 28:54
  Speaker 2: that's what they get paid for, is the execution phase
• 28:57
  Speaker 2: of the six minutes. That's how they make all the money.
• 29:01
  Speaker 2: It's sixty five hours a week an NFL athlete sixty
• 29:07
  Speaker 2: five hours of prep game film, you know, home study,
• 29:11
  Speaker 2: weight room, practice, field running, plays, all of that stuff.
• 29:15
  Speaker 2: Sixty five hours for six minutes. What do you think
• 29:19
  Speaker 2: the ratio is for salespeople?
• 29:22
  Speaker 1: Oh my gosh, I would suspect much much less.
• 29:28
  Speaker 2: And leaders or owners or sales managers can't seem to
• 29:32
  Speaker 2: figure out why they're not selling stuff.
• 29:35
  Speaker 1: Mm hmm.
• 29:36
  Speaker 2: No playbook no practice, no role play, no coaching, no
• 29:41
  Speaker 2: idea what they're good? Bet are in different at go
• 29:44
  Speaker 2: score a lot of points?
• 29:45
  Speaker 1: Right, But even when you do get the opportunity to play,
• 29:49
  Speaker 1: you're you're you're not prepared, you have no right.
• 29:52
  Speaker 2: And when they do get a chance to play, and
• 29:54
  Speaker 2: maybe they fumble or run the wrong route or something,
• 29:57
  Speaker 2: they get put on a football and plan and that'll work. Yeah, Hey, Timmy,
• 30:05
  Speaker 2: you better sell more. Shit. Okay, well you didn't onboard
• 30:10
  Speaker 2: me properly. You're not coaching me. I have no one
• 30:13
  Speaker 2: on one help. I don't know my sales DNA. There's
• 30:15
  Speaker 2: no playbook to practice, we don't have any updates. And
• 30:19
  Speaker 2: you sorry, you said you wanted me to sell more
• 30:24
  Speaker 2: McFly anybody home like.
• 30:29
  Speaker 1: Right?
• 30:29
  Speaker 2: This is eighty six percent of companies and they somehow
• 30:35
  Speaker 2: can't figure out why we're not selling more.
• 30:40
  Speaker 1: Yes, and yeah, so your new book, that's the sales
• 30:44
  Speaker 1: you know, this sales contrarian is really addressing this issue.
• 30:48
  Speaker 1: It's saying, let's look at these things. You're not you're
• 30:50
  Speaker 1: not considering these.
• 30:51
  Speaker 2: Yeah, it's funny, man, I had a lunch with a
• 30:54
  Speaker 2: kid yesterday and he's a salesperson with one of our
• 30:57
  Speaker 2: vendors and he just wanted to meet. They gave us
• 30:59
  Speaker 2: a referral and it's so funny. It didn't work out
• 31:02
  Speaker 2: because we didn't want the business. We turned it down right,
• 31:06
  Speaker 2: because it wasn't a good fit for us. And we
• 31:10
  Speaker 2: were just having lunch and was talking. It's like, man,
• 31:12
  Speaker 2: I love the book and so on, and we were
• 31:14
  Speaker 2: talking about goals and which I think are incredibly idiotic.
• 31:21
  Speaker 2: Goals caused so much damage. People have no idea, but
• 31:25
  Speaker 2: we've been talking about goal. We got to have smart
• 31:27
  Speaker 2: goal with this stuff. Right. This is how myths get
• 31:32
  Speaker 2: get built, right, is you just say something a bunch
• 31:35
  Speaker 2: of times so people start to believe it. And he
• 31:38
  Speaker 2: sat there, he just kind of looks at me. He's like, man,
• 31:41
  Speaker 2: I thought I was the only one who felt like you.
• 31:46
  Speaker 2: And he kills it. Okay, he kills it. They're a
• 31:54
  Speaker 2: fractional you know, accounting firm, right, we use that for
• 31:59
  Speaker 2: a book keeping and work and they do an amazing job.
• 32:02
  Speaker 2: And this kid is doing so great and the owner
• 32:05
  Speaker 2: of the company says, you know, probably her best hire. Right,
• 32:08
  Speaker 2: he has no quotas. There are no goals, right, there
• 32:13
  Speaker 2: are no weekly meetings. What's going on, you're right, none
• 32:16
  Speaker 2: of that. He's allowed to be himself. He's like, I've
• 32:20
  Speaker 2: never had a place that I enjoyed more, and he
• 32:23
  Speaker 2: told me he's not. He doesn't even think he's good
• 32:25
  Speaker 2: at sales, which because in his mind he's like, well,
• 32:30
  Speaker 2: I'm not using magic techniques, right, And he's like, man,
• 32:33
  Speaker 2: you know you gave me so much confidence, right, And
• 32:37
  Speaker 2: so we're so excited because he's going to do sales
• 32:40
  Speaker 2: DNA test now and he's going to go to an
• 32:42
  Speaker 2: entirely new level he never even thought about. So that's awesome.
• 32:46
  Speaker 2: This is funny when you meet people, and again, you
• 32:48
  Speaker 2: don't need to please everybody. You're you know, you're not
• 32:52
  Speaker 2: going to be everybody's cup of tea. So if people
• 32:56
  Speaker 2: don't want to work with us, or they think the
• 32:58
  Speaker 2: sales Collective is dumb or what a cool, go There's
• 33:01
  Speaker 2: plenty of other sales consulting companies you can go to.
• 33:03
  Speaker 2: We don't take it personally, but the clients that we
• 33:07
  Speaker 2: have that become our raving fans, like we don't need everyone,
• 33:11
  Speaker 2: will get a small percentage of people who get it.
• 33:15
  Speaker 2: And that's again we're not taught right to sell to everyone.
• 33:19
  Speaker 1: So yes, right, no, and that really fits what what
• 33:21
  Speaker 1: what I think why I love having you on the
• 33:23
  Speaker 1: podcast to your point of being authentic, being real when
• 33:27
  Speaker 1: you understand that about yourself, and I use a frame
• 33:30
  Speaker 1: we'll call the five voices, but the idea is understanding
• 33:34
  Speaker 1: who you are as an individual, how you're unique, and then,
• 33:38
  Speaker 1: like you said, who you're supposed to reach that resonates
• 33:41
  Speaker 1: with that message and says, yeah, Steve's the person for me,
• 33:44
  Speaker 1: he gets me, he understands me. Fantastic. But if we
• 33:47
  Speaker 1: try to manipulate or try to conform ourselves to be
• 33:50
  Speaker 1: somebody else that we're not, it's not good for either
• 33:53
  Speaker 1: either party.
• 33:54
  Speaker 2: And that's like what you said sort of reminds me
• 33:57
  Speaker 2: of why sales DNA is so important. And I know
• 34:01
  Speaker 2: we don't have a ton of time left.
• 34:02
  Speaker 1: So maybe we can sort of a yeah, we're definitely
• 34:05
  Speaker 1: gonna have to hume back on the podcast.
• 34:07
  Speaker 2: People. You know everyone's taken an assessment before, right, tons
• 34:12
  Speaker 2: of them, and you know them all them for people
• 34:15
  Speaker 2: maybe not listening. These assessments, right, are personality, behavioral, aptitude, no, right,
• 34:20
  Speaker 2: tell skill based and there are about twenty five hundred
• 34:25
  Speaker 2: assessments that you could purchase twenty five hundred. So unfortunately,
• 34:32
  Speaker 2: most of them do not have something called predictive validity.
• 34:36
  Speaker 2: And what predictive validity is is can this assessment company
• 34:42
  Speaker 2: back up the claims they made about the data and
• 34:46
  Speaker 2: what you can derive from the data. Is it accurate?
• 34:49
  Speaker 2: Is it trustworthy? Do you know what percentage of assessments
• 34:54
  Speaker 2: are predictively valid.
• 34:56
  Speaker 1: That's a great question. Don't know. I can say how?
• 35:00
  Speaker 1: And that is what you're saying kind of science background,
• 35:02
  Speaker 1: Where what's the justification?
• 35:04
  Speaker 2: Yeah, what is that four percent? Oh yeah, it's actually
• 35:08
  Speaker 2: slightly Underfore, ninety six percent of assessments have about the
• 35:14
  Speaker 2: same predictive validity as you shaking up a magic eight
• 35:18
  Speaker 2: ball or going to have your Tarot cards read. And
• 35:23
  Speaker 2: companies are using these for salespeople and for hiring. So
• 35:30
  Speaker 2: the reason we use sales DNA is because it is
• 35:33
  Speaker 2: predictably valid. We have thirty five years of proof. Two
• 35:37
  Speaker 2: and a half million salespeople have taken this right, so
• 35:41
  Speaker 2: we have the math, and so that's why we use
• 35:44
  Speaker 2: this in evaluating a potential higher, which, by the way,
• 35:50
  Speaker 2: each wrong higher sales higher in the US is one
• 35:55
  Speaker 2: point three million bucks lit on fire top line one
• 36:00
  Speaker 2: point three million, and the success rate of companies in
• 36:04
  Speaker 2: the US hiring salespeople is about two out of ten,
• 36:09
  Speaker 2: so two out of ten will become above average performers.
• 36:13
  Speaker 2: So again, these companies, they don't know what they don't know,
• 36:18
  Speaker 2: so they're trying to use some other assessment that has
• 36:21
  Speaker 2: nothing to do with sales, and sales DNA is specifically
• 36:25
  Speaker 2: built to assess whether or not a salesperson can execute right.
• 36:30
  Speaker 2: Can this guy throw a touchdown pass when the pressures on?
• 36:35
  Speaker 2: Can this gal hit a backhand up the line to
• 36:38
  Speaker 2: win the French open? All that matters is can you execute?
• 36:42
  Speaker 2: So that's why we use sales DNA and why we
• 36:45
  Speaker 2: measure so many things in a salesperson. And it's funny,
• 36:48
  Speaker 2: I can see traction back there, so items I have
• 36:53
  Speaker 2: good eyes. In the EOS vernacular, there's something called edit
• 37:00
  Speaker 2: want to have the capacity to do it right GWC,
• 37:04
  Speaker 2: and EOS will tell you if a person doesn't GWC
• 37:07
  Speaker 2: a role, you have to get them out of the
• 37:09
  Speaker 2: role or obviously not put them in the role. In
• 37:12
  Speaker 2: sales DNA, that thing is called the will to sell,
• 37:16
  Speaker 2: So we can measure whether or not a salesperson has
• 37:21
  Speaker 2: the will to sell, which is desire to be great
• 37:25
  Speaker 2: at sales, commitment to do the things they don't like
• 37:27
  Speaker 2: to do, outlook to think positively in the worst situation.
• 37:31
  Speaker 2: Motivation is what style are they motivated by? Extrinsic intrinsic
• 37:35
  Speaker 2: altruistic responsibility is do they blame others when they don't perform?
• 37:40
  Speaker 2: So that's just one right of twenty one thing sales
• 37:44
  Speaker 2: DNA measures. And if a salesperson does not have the
• 37:48
  Speaker 2: will to sell, there is precisely zero chance they become
• 37:52
  Speaker 2: a top performer. I'd probably want to know that before
• 37:56
  Speaker 2: I hire someone. Yes, I'd also probably know that if
• 38:01
  Speaker 2: I run a restaurant in my executive chef doesn't have
• 38:04
  Speaker 2: the will to cook, it's probably costing me a lot
• 38:09
  Speaker 2: in dow. Yeah, So we measure those things. We measure
• 38:13
  Speaker 2: things like the need to be liked, which is prevalent
• 38:16
  Speaker 2: in most salespeople, which kills them. We measure if they're
• 38:19
  Speaker 2: uncomfortable discussing money, can they recover from rejection quickly? All
• 38:24
  Speaker 2: of these other things we measure, and then what's unique
• 38:27
  Speaker 2: about us is we build the world's first customizable, one
• 38:31
  Speaker 2: size fits one training. So when someone does the sales
• 38:36
  Speaker 2: DNA test, which is unique to each person. We and
• 38:39
  Speaker 2: their leaders know exactly where they're strong, where they're middling,
• 38:44
  Speaker 2: where they need help, and that's how they're trained, right,
• 38:48
  Speaker 2: And that's the part that companies don't ever get because
• 38:52
  Speaker 2: they want to do the one size fits all stuff.
• 38:54
  Speaker 2: And while we hire ten salespeople, you got ninety days
• 38:57
  Speaker 2: to hit this number we made up in the border, Like,
• 38:59
  Speaker 2: what are you talking about? Where'd you come up with
• 39:03
  Speaker 2: the ninety days. Second of all, you give them no chance.
• 39:09
  Speaker 2: There is no process to follow, There is no training
• 39:12
  Speaker 2: and coaching. They don't have a leader who can help them.
• 39:16
  Speaker 2: They just have someone foisting orders at them who happened
• 39:21
  Speaker 2: to be a good salesperson. So they decide, well, hey,
• 39:25
  Speaker 2: they know how to sell, let's just make them the
• 39:27
  Speaker 2: sales manager.
• 39:29
  Speaker 1: Yep, Oh my goodness, we're hitting the nail on the head.
• 39:33
  Speaker 2: Idiocy of this. But maybe we'll save that for another time.
• 39:36
  Speaker 2: But you know, Ladies and Jenten Airlines don't promote the
• 39:41
  Speaker 2: flight attendant to pilot. It's not how it works. And
• 39:47
  Speaker 2: so if you don't have strong sales leaders, which is
• 39:52
  Speaker 2: one of the other things we do besides processes and
• 39:54
  Speaker 2: recruiting them, right, But you have no chance. If you
• 39:59
  Speaker 2: don't have a strong leader, front line leader of salespeople,
• 40:04
  Speaker 2: you have no chance to become a world class organization.
• 40:07
  Speaker 2: It is not possible. You just hope you find Michael
• 40:11
  Speaker 2: Jordan or Beyonce.
• 40:12
  Speaker 1: Yeah, just like right, it doesn't hope doesn't do it.
• 40:15
  Speaker 1: Doesn't do it.
• 40:17
  Speaker 2: You know, but I can talk all day, but.
• 40:19
  Speaker 1: I know, I know, Steve we I mean this, this
• 40:22
  Speaker 1: is so fantastic because here I want everyone to hear
• 40:25
  Speaker 1: loud and clear. You know how you're developing leaders, How
• 40:28
  Speaker 1: you're defining these sales folks, you know developed, you know,
• 40:31
  Speaker 1: hiring them, your optimization bill, developing them as leaders. It
• 40:36
  Speaker 1: details Really what I do is do your business is
• 40:40
  Speaker 1: aligning those people, the rest with the rest of the
• 40:42
  Speaker 1: team that maybe aren't that that so focused on sales
• 40:46
  Speaker 1: specifically uh as as a product or service, but really
• 40:50
  Speaker 1: aligning that with the rest of the team, the leadership,
• 40:52
  Speaker 1: the culture. Like you said, you need all the positions. Right.
• 40:56
  Speaker 1: If somebody says I'm the best and I'm the receiver
• 40:58
  Speaker 1: and I'm gonna you can't do all of them, correct,
• 41:00
  Speaker 1: I have to figure out where are you the right
• 41:03
  Speaker 1: the strongest and so team get in position.
• 41:07
  Speaker 2: Great point, and that's part of why when we look
• 41:09
  Speaker 2: at DNA, for example, if somebody's in outside sales, they
• 41:13
  Speaker 2: have to be be highly skilled and score high in hunting, reaching,
• 41:18
  Speaker 2: decision makers, networking. They can't need to be liked. They
• 41:22
  Speaker 2: have to recover from merchant. So you've got to assess
• 41:26
  Speaker 2: people and then put them in position to win. And
• 41:32
  Speaker 2: someone asked us yesterday to like, well, describe what you
• 41:35
  Speaker 2: guys do. So the reason I named it the Sales
• 41:38
  Speaker 2: Collective is because we have this unbelievably incredible team of
• 41:43
  Speaker 2: amazing people first but experts in what they do. So
• 41:47
  Speaker 2: when we have clients that want to help with recruiting salespeople,
• 41:50
  Speaker 2: they work specifically with tab right. She is amazing. All
• 41:55
  Speaker 2: she does all day long is recruiting. That's what she does.
• 41:58
  Speaker 2: When we work with clients who want us to help
• 42:00
  Speaker 2: build their sales process, they get Orlando, who is a subfont.
• 42:03
  Speaker 2: All he does all day long is live, eat, and
• 42:06
  Speaker 2: breathe sales process. When we want somebody that wants their
• 42:09
  Speaker 2: sales team trained, that's Robin. When we have somebody that
• 42:12
  Speaker 2: needs their sales leaders trains, that's Sean. So like we
• 42:16
  Speaker 2: we have this expert of levels in these silos. We
• 42:19
  Speaker 2: would never say to a client, well, yeah, well Sean
• 42:23
  Speaker 2: can do it all. Orrondo, he can do it all.
• 42:27
  Speaker 2: Like no, that's their level of expertise. But a lot
• 42:31
  Speaker 2: of our competitors, so I don't even say they're competitors,
• 42:33
  Speaker 2: but they'll be like, well, you know, just hire a
• 42:38
  Speaker 2: you know, a one person right, this fractional cry they
• 42:43
  Speaker 2: do everything, like really they're so they're an expert in training,
• 42:48
  Speaker 2: they're an expert in sales process building, they're expert in recruiting,
• 42:50
  Speaker 2: they're an expert in coaching. Record. I've never met someone
• 42:54
  Speaker 2: like that. So I'd love to see them because they
• 42:57
  Speaker 2: see them right or the zoo, we can all go
• 43:00
  Speaker 2: and watch them. But I just don't like seeing people
• 43:04
  Speaker 2: get taken advantage of, and you know companies selling the
• 43:09
  Speaker 2: service of like well we can do all five of those.
• 43:11
  Speaker 2: Oh really. So that's sort of what makes us unique
• 43:15
  Speaker 2: as a sales collective, and you know, luckily having these
• 43:19
  Speaker 2: amazing people in our organization that have come to us,
• 43:22
  Speaker 2: most of them right because they just want to be
• 43:25
  Speaker 2: in a place that they're put in a position to win,
• 43:29
  Speaker 2: right and ask to be a sales right. You don't
• 43:31
  Speaker 2: take someone who doesn't like to do outside sales and
• 43:35
  Speaker 2: make them cold call for one hundred days. You don't
• 43:38
  Speaker 2: take a network who's great among people and events, right
• 43:42
  Speaker 2: and community, you know things and lock them in a
• 43:46
  Speaker 2: room like it's so as we kind of leave our podcast,
• 43:50
  Speaker 2: just think about this, ladies and Jensen. Put people in
• 43:53
  Speaker 2: position to execute their superpowers, right, That's the key to leadership.
• 43:59
  Speaker 1: Yes, you know, I appreciate that. I know we're going
• 44:02
  Speaker 1: a little longer than we normally do in these deplods
• 44:03
  Speaker 1: because you have so much great insights, and I really
• 44:07
  Speaker 1: appreciate that. I hope you guys are hearing this loud
• 44:09
  Speaker 1: and clear that you know, don't do this duct tape management,
• 44:13
  Speaker 1: mislign team come full full transformation, you know, look at
• 44:17
  Speaker 1: the areas of your sale, like Steve has this whole
• 44:19
  Speaker 1: process down and and you know, and this is where
• 44:22
  Speaker 1: I love having people like you on the podcast, Steve,
• 44:24
  Speaker 1: so that we can help together. Or I'm looking at
• 44:27
  Speaker 1: on the other side of the team, coaching them and
• 44:29
  Speaker 1: looking culture audits and how we're working holistically in that team,
• 44:33
  Speaker 1: because we want to unify them. Let's not just p
• 44:36
  Speaker 1: smail this, Let's do it in a comprehensive way. And
• 44:39
  Speaker 1: I love the way that you're presenting it because we
• 44:41
  Speaker 1: don't want to pick up these arbitrary things that you mentioned.
• 44:44
  Speaker 1: If it's just an arbitrary goal, I'm just pulling something
• 44:46
  Speaker 1: out of air and just say make throwing it out
• 44:48
  Speaker 1: there and make it happen. It's like no, No, let's
• 44:50
  Speaker 1: learn our mistakes and and and learn from Steve and
• 44:55
  Speaker 1: his team for example, to do it better. Make let's
• 44:59
  Speaker 1: not make the same mistakes. Steve. I really appreciate you
• 45:02
  Speaker 1: being here on podcasts. It's been a blast.
• 45:06
  Speaker 2: Thanks so much. Yeah, and I you know, people reach
• 45:10
  Speaker 2: out a lot of say nice things and so on,
• 45:12
  Speaker 2: but we're not a ton on the whole social media thing.
• 45:15
  Speaker 2: So you know, if anybody wants to connect, Lincoln is
• 45:18
  Speaker 2: usually the best place to find me. Uh, Steve haru
• 45:21
  Speaker 2: A g R O U X. And you know, I
• 45:24
  Speaker 2: guess the website right, the Sales Collective dot com. You know,
• 45:29
  Speaker 2: we we feel like we provide as much great content
• 45:31
  Speaker 2: as we can. We're always continuing to put that out there.
• 45:34
  Speaker 2: And you know, Brady and Connor on the exec team
• 45:38
  Speaker 2: and are awesome staff. So and Steph so again, if
• 45:41
  Speaker 2: there's anybody wants to say hi, please do connect right.
• 45:44
  Speaker 2: We love to keep people.
• 45:46
  Speaker 1: Yeah, absolutely, thank you. That is in our show notes.
• 45:50
  Speaker 1: We've been guys right. All that linked really h for
• 46:14
  Speaker 1: me on the.
• 46:16
  Speaker 2: Thanks Man, Appreciate you, David, appreciate everybody listening talk to me.
• 46:20
  Speaker 1: Thanks everybody, thanks for listening. Until next time, be well, everybody,
• 46:23
  Speaker 1: take care, Thanks so much.
• 46:27
  Speaker 2: Mm hmm