Jan 19, 2022
Welcome back to the Catapulting Commissions Podcast with your host, Anthony Garica. Our guest today is Scott Leese, one of the top startup sales leaders in the country. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong.
Scott focuses on helping businesses put scalable systems in place to grow from $0-$25 million APR. He says it’s absolutely crucial to lock in on your ideal customer profile and stop wasting time chasing accounts you cannot serve in the right way. From there, it’s about being able to articulate what’s going on in their lives, which turns into credibility, which grows to trust. Get that ICP out of your head and onto paper so the systems you use to build credibility with that client can be replicated.
A lot of the pushback that happens when creating a process can certainly slow things down, but just like a formula 1 racer slows down before a turn so they don’t crash into a wall, businesses do the same. Everything needs to be broken down and documented, so when you bring in a new cohort of sales reps, everything blasts off.
Retaining top sales talent is all about helping them achieve their goals. It's a lot less likely for somebody to leave when they are hitting their target and overperforming. Then, you’ve got to provide coaching, training, development, and mentorship. They want to learn about things that are pertinent to their life, so provide those kinds of training opportunities to people and have an inclusive and supportive kind of culture and environment. Today’s climate requires increased flexibility.
Scott co-founded the Surf & Sales conference, an anti-establishment, small event in Costa Rica. There, you spend 6 hours or so a day with like-minded people in leadership and sales training sessions, and the rest of the time you’re resting and surfing. It’s about a small community supporting each other, regardless of where they are in their career.
Your job as a sales manager, Scott says, is to remove barriers for your sales reps. It could be product feature requests, rebuttals, demos, you name it. Your job is to make their job easier for them to succeed. Your goal is to get them to where they want to go next in their lives.
https://scottleeseconsulting.com/