1028. The CEO's Role in Sales Management: Why You Need to Get Involved
The Kelly Roach Show
Kelly Roach
4.9 • 964 Ratings
🗓️ 27 May 2024
⏱️ 21 minutes
🧾️ Download transcript
Summary
In this episode of The Kelly Roach Show, Kelly delves into the CEO's role in sales management and the critical significance of environment and leadership in determining an employee's success. Kelly discusses the imperative of establishing a repeatable sales process, advocating for structured metrics and consistent coaching to propel daily sales and sustain business growth. She delivers actionable insights for CEOs and managers to rethink their sales strategies.
Also in this episode:
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The success of an employee is largely dependent on the workplace environment and leadership, which accounts for roughly 85% of their performance.
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To scale a business, develop a systematic approach to sales that is optimized and capable of replication.
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Boost your sales team's success with thorough onboarding, regular coaching, and consistent review of sales calls and messages.
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Use metrics to assess team performance, identify improvements, and encourage continuous feedback.
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Transcript
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| 0:00.0 | Welcome to the Kelly Roach Show, the place for no-fluff, easy to implement 20 minute or less business and leadership lessons to help you build a sustainable business that scales. |
| 0:17.0 | Lead with integrity and create a lasting legacy. |
| 0:21.0 | I'm Kelly Roach, former NFL cheerleader and Fortune 500 executive turned |
| 0:25.9 | eight figure entrepreneur. Let's get started. |
| 0:30.3 | Okay, welcome back. This is part two and we're really talking about how do we avoid |
| 0:35.9 | disaster in building a sales team and more importantly how do we create |
| 0:42.3 | predictable daily sales in your business? |
| 0:46.0 | Now in the last episode of the Kelly Road show we really dug into kind of the four or five things |
| 0:51.5 | that are going to be crucial from just to environment perspective, |
| 0:56.0 | putting people in a position to succeed. |
| 0:59.9 | And I say this all the time, this is one of the most important things we talk about in our |
| 1:03.8 | legacy leaders mastermind all the time, which is that 85% or more of your employee's success comes down to environment and leadership. |
| 1:16.2 | Only 15% or less of their success is them as an individual performer. |
| 1:24.2 | And if you think about it, this is so crucial |
| 1:27.4 | because even if someone is |
| 1:29.1 | Uber talented, if they come into a disastrous environment that's total chaos with poor leadership |
| 1:36.7 | it is going to be almost impossible for them to succeed. On the flip side and this is where you need to really lean in and listen up, |
| 1:45.9 | if you have a B player that comes in that's not very experienced, that's not very sophisticated, |
| 1:52.4 | that has very little skills. |
| 1:54.0 | But you have an incredibly systematic approach to producing results, |
| 2:00.0 | you are going to be able to duplicate, multiply, and scale. |
| 2:05.0 | And when studying business models, one of the things that you'll find over and over again is that |
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