#236 S2 Episode 105 - How to Stand Out as Revenue Human with Amy Hrehovcik
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01/31/22 • 41 min
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HIGHLIGHTS
- From macrame bracelets to financial literacy for kids and moms
- A good reach out entails a deep understanding of the community
- The problem with aggressive use of dashboards
- Hyper reliance on activity metrics can be detrimental
- Sales leaders need to look beyond the top line revenue
- Remember Pareto's Principle
- Podcasting as a critical skill for sellers
- Sales is always changing
- Wait for your results and don't quit too early
QUOTES
Amy: "Aggressive use of dashboards, I think the first and biggest one is not focusing on effectiveness and a hyper reliance on activity metrics as opposed to effectiveness is a massive mistake. I think that we do not do a good enough job as a profession differentiating between those that are applying effort to change and grow and develop and maybe not getting the results, versus those that are applying no effort at all."
Amy: "You are going to get 80% of your results from 20% of your activities. Your job, especially at the beginning, is to identify what those 20% of your activities are so that you can both do more of them and stop doing the things that are not working."
Amy: "There's a million reasons why we're burning through sellers mental health-wise. But focusing on activity for activity's sake, without the connection between the results and not teaching people how to make these decisions for themselves, this is a big part of that problem."
Collin: "There's a lot of waste. We're coaching on the wrong things. Because a lot of the coaching is around how to focus, how to do more of the activities that are not the majority of the results. You got to know what are those things that are gonna get the majority of the results and coach around them."
Amy: "We've done ourselves a tremendous disservice with these turnkey dashboards. When we're just able to just turnkey buy a dashboard and integrate it into Salesforce, we've lost the principles of these numbers."
Amy: "Sales is always changing. The way that buyers are buying is always changing. Are you?"
Amy: "Everything works and nothing works. You just have to do it long enough in order to give your results enough time to come in. So don't quit too early. And that goes for podcasting too."
Learn more about Amy in the links below:
- Podcast: https://www.revenuereal.com/
- Linkedin: https://www.linkedin.com/in/amyhrehovcik/
- Website: http://salescast.community/
- Email - [email protected]
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Book Your Free Revenue First Podcast Strategy here!
Get Your Free Dial Session here!
Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!
HIGHLIGHTS
- From macrame bracelets to financial literacy for kids and moms
- A good reach out entails a deep understanding of the community
- The problem with aggressive use of dashboards
- Hyper reliance on activity metrics can be detrimental
- Sales leaders need to look beyond the top line revenue
- Remember Pareto's Principle
- Podcasting as a critical skill for sellers
- Sales is always changing
- Wait for your results and don't quit too early
QUOTES
Amy: "Aggressive use of dashboards, I think the first and biggest one is not focusing on effectiveness and a hyper reliance on activity metrics as opposed to effectiveness is a massive mistake. I think that we do not do a good enough job as a profession differentiating between those that are applying effort to change and grow and develop and maybe not getting the results, versus those that are applying no effort at all."
Amy: "You are going to get 80% of your results from 20% of your activities. Your job, especially at the beginning, is to identify what those 20% of your activities are so that you can both do more of them and stop doing the things that are not working."
Amy: "There's a million reasons why we're burning through sellers mental health-wise. But focusing on activity for activity's sake, without the connection between the results and not teaching people how to make these decisions for themselves, this is a big part of that problem."
Collin: "There's a lot of waste. We're coaching on the wrong things. Because a lot of the coaching is around how to focus, how to do more of the activities that are not the majority of the results. You got to know what are those things that are gonna get the majority of the results and coach around them."
Amy: "We've done ourselves a tremendous disservice with these turnkey dashboards. When we're just able to just turnkey buy a dashboard and integrate it into Salesforce, we've lost the principles of these numbers."
Amy: "Sales is always changing. The way that buyers are buying is always changing. Are you?"
Amy: "Everything works and nothing works. You just have to do it long enough in order to give your results enough time to come in. So don't quit too early. And that goes for podcasting too."
Learn more about Amy in the links below:
- Podcast: https://www.revenuereal.com/
- Linkedin: https://www.linkedin.com/in/amyhrehovcik/
- Website: http://salescast.community/
- Email - [email protected]
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Previous Episode
#235 S2 Episode 104 - How To Put Your People First & Build High Performing Teams with Megan Bowen
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HIGHLIGHTS
- From Cutco Cutlery to woking with tech startups
- Building a team for post-sales at ZocDoc
- Growing teams at scale and integrating existing systems
- Your people impact everything
- Everything boils down to having the right team
- People's success = Customer's Success = Company's Success
- Intense pressure from investors can lead to poor decision making
- Always talk to your team and get a pulse
- Leading with vulnerability can be powerful
- Create a balance between sales, marketing, and customer success
QUOTES
Megan: "I love building from scratch but there are tons of challenges. Recruiting is really hard. Also, when you are starting from nothing, you really have to be thoughtful about how you can't do all the things at once. And so it's really thinking of what are the key foundational elements when you're building a team from scratch to get in place in the beginning and what you have to do as you scale."
Megan: "You don't always exactly know what needs to happen. But someone has to be the one that like, throws paint on the canvas right? Do something, learn, and then change and evolve."
Megan: "I ran into mistakes because it was like you can't just rip one playbook from one company and just paste it into another and so, that was an important lesson of, yeah there are fundamental things that are consistent but every context is different. After that experience, I was much more thoughtful about understanding the context and the customer and then taking the right things from my past experience while integrating the realities of my new context.”
Megan: "If you empower your people, bring the right people in the organization, if you have a compelling vision and mission that they all want to get behind, if you create trust and psychological safety so people feel comfortable taking risks and trying new things and pushing the boundaries, if you give people feedback and recognition, opportunities for achievement and growth -- these are all the necessary ingredients that if you can create those conditions and get the right people doing the right things, that as a leader is what I focus on the most."
Megan: "Unfortunately, I've been a part of a lot of companies where they make decisions with shareholders in mind, or what's in the best interest of the company. I'm like, I want to flip that paradigm and say like, actually if you make decisions that are in the best interests of your people, you're gonna achieve the company outcomes that you wanna have."
Megan: "Really rearticulating the purpose of the salesperson: it's not to talk to as many people as possible and convince them to buy. It's to talk to highly-qualified buyers as a subject-matter expert and have a much more mutually-beneficial conversation around fit and whether the partnership makes sense."
Learn more about Megan in the links below:
- Linkedin: https://www.linkedin.com/in/meganwhitebowen/
- Website: https://www.refinelabs.com/
- Podcast: https://www.refinelabs.com/podcast
- Email: [email protected]
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Next Episode
#237 S2 Episode 106 - Be Yourself In All Your Sales Activities
Book Your Free Revenue First Podcast Strategy here!
Get Your Free Dial Session here!
Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!
HIGHLIGHTS
- There isn't just one way to do things
- Use the scripts, but make them your own
- Your sales activities should feel authentic to you
QUOTES
Collin: "Be yourself. Your prospects or customers are human, just like you."
Collin: "If you're just getting started in sales, use the scripts. Use what other people have used before you. You don't need to recreate the wheel. But you do need to find a way to have your own creativity and your autonomy to do these sales activities in the way that feels best for you."
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
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