Coaching + Manager Content Brainscape Flashcards
Social influence is defined by 3 things
- Strength of message
- Immediacy - how important it is to that person
- Sources - number of people repeating it
What is the biggest predictor of team performance?
Social support. Social support is biggest predictor of LT happiness.
Study by Columbia - if you know the total IQ of a team and years of experience, none of those factors are predictive as how tight the team feels.
Reps need these two things
Will and skill
Reps strengths are usually 1-2 of these 3. Focus on your strengths!!
Everyone has a combo of heart, legs, and head. Doesn’t matter what combo is unless you go all out w your strengths
1. Head
2. Heart
3. Legs
Improve a little on weaknesses, but don’t need to do a ton of it. Whereas in sports, you need to learn to play w left and right foot when play soccer, in sales you don’t. Exploit your strengths
What makes a successful salesperson? Head, heart, legs - each salesperson has more of one of these than the other
Doug C advice on tough parts of sales
Let the negative stuff go and focus on the positive/ good times!! Just let it go.
Doug C - The best salespeople…
Best salespeople..
All different - but they ALL lean into their strengths. If their strength is organization and prioritization they lean HARD into it. If it’s strategy, they lean into that
Doug C - Your job…
Your job is to make as much money out of LI as possible in an ethical manner. Don’t assume something is not allowed → ppl who push the rules or get close to the line work smart.
Ask yourself: how can i get the most money out of LI (in an ethical manner)?
Doug C - Disco is critical. Be bold and assertive until you get what you need.
If someone seems like they don’t want to answer your questions, be bold enough to continue until they stop you and explain what’s in it for them - this will allow me to get refined on the value in the demo
How to motivate yourself?
What do I want to make (earning potential $)? Do the math and break it down. Track it throughout the year.
Doug C - New hire
When does a plane use the most fuel? When taking off
Doug C - New hire/ how should they manage their book?
He wants me to view myself as the CEO of my business and use him, cross-functional partners, leaders, etc. as resources. I need to be the orchestrator of the orchestra, etc.
Doug - First questions he asked me when I started
What do i want to make (earning potential $)
How do I want to be managed/ lead
Figure out activities to hit #
HBR - Why the Best Ppl Get So Lucky - Summarize
HBR
1. Most sales managers de-emphasize luck. They instead stress the importance of stable, measurable factors such as specific behaviors.
- But if you downplay the power of luck, you stand to fall behind competitors who have learned how to manage it.
- Manage it? Yes: research shows that luck should be viewed as a controllable determinant of salespeople’s achievement
- Why? Success derives not from effort alone but from a combination of effort AND luck. An understanding of luck’s synergistic role in success can increase young salespeople’s confidence in the face of uncertainty .From 76% - 88% of the luck circumstances were incidences of provoked luck. I.e. Most luck is provoked
- So how do you manage this important sales input? The key is belief.
The greater a salesperson’s belief that success is a combination of luck and effort and that good luck will come along sooner or later, the greater his or her sales activities, The greater the sales activities, the greater the opportunities for luck and the greater the person’s provoked luck. The greater the provoked luck, the higher the performance.
- A young salesperson’s best tool for getting through this valley of despair is a firm belief in luck — not the luck of the random windfall, but the kind of provoked luck that truly helps increase the odds of success.
“How can I go higher, to C level?”
Remember..
“People will delegate you to the person you sound like”
“They won’t share any info with me during the disco.” Try instead..
Quid pro quo. “Provide Insight to gain Insight (from the buyer”
Good best practice when speaking to clients (how to pitch - VEM)
Lead with their business impact / strategy, then tie to your solution
Success in sales comes down to..
Success comes down to (1) how well do you know your customers and (2) how strategic are you in engaging them in a way that matters to them.
We work backwards from the customer and the ppl that succeed are able to do this better.
