Rome wasn’t built in a day, and so are the best sellers. Providing adequate training and support to your employees will not just help your company in achieving its revenue goals, you could also very well be nurturing the next generation of founders and sales leaders. In this episode of the Sales Empowerment podcast, Mike and Shawn continue their conversation about going above and beyond quota fulfillment, the power of listening, and the need for leaders to equip new sellers with more training and support. 

HIGHLIGHTS

• Sellers who are good listeners are game changers 
• Some things you just need to know and should be muscle memory
• Practice is essential for sellers too
• There's more to selling than just crushing your quota
• Sales leader should equip their employees with the training and tools they need

QUOTES

Shawn on the power of genuinely listening to your prospect: So often, as salespeople, we're always ready to say the next thing, and we're missing the genuine connection with just having an interaction with somebody. And typically, what I've seen is as soon as we do that, as soon as we're able to just open up and actually listen to somebody and pay attention, it's just a game changer. 

Shawn on the need for leaders to give their employees adequate training: "You're hiring these SDRs and these AEs and you're expecting them to get live practice with real prospects and like, where's their confidence level at? How are they feeling after they get rejected because they don't know what to say? It takes more mental toughness than most people have to get pas that. Why are we setting up our reps for failure?"

Mike on setting up your employees for success: "When you get someone that's fresh and they're excited and they're optimistic about what they can do at this company, and they just get crushed and there's no infrastructure. There's nothing to really help them except some of these videos that are scripted and they're not really how calls go. It's tough. I think that there's people out there that are gonna go on to be incredible ICs, incredible leaders, incredible founders. And I think we can save a lot more of them by setting up a good foundation for them."

Connect with Mike and Shawn and learn more about OpTonal by visiting the following links:

• LinkedIn (Mike): https://www.linkedin.com/in/zmmiranda/
• LinkedIn (Shawn): https://www.linkedin.com/in/shawnwinters1/
• Website: https://www.optonal.com/