Randy and sales legend John McMahon are back as they shared their pet peeves and the sloppiness of the sales process nowadays. They stressed the importance of understanding the signature and approval process of clients to avoid jeopardizing the deal, as well as proper communication with executives.
They also emphasized the need to focus on accomplishing tasks that advance the deal, to train reps on missing knowledge and skills, and to use true qualification processes rather than checkbox methodologies. Sales managers should ensure proper training and focus on deal advancement, and you will learn more in this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY
JOHN: ACTIVITY MUST GENERATE ACCOMPLISHMENT
“There's nothing wrong with activity, but activity has to generate accomplishment, and the accomplishment has to be that you've done the right things, to allow you to go ahead and get a champion.”
JOHN: FIND OUT THE KNOWLEDGE AND SKILLS YOUR REP NEEDS
“We have to start to figure out why is the person or the sales rep not accomplishing what they need to accomplish, and I think a lot of managers don't really dissect what knowledge their rep is missing or what skill they're missing.”
JOHN: STOP KIDDING YOURSELF
“If you just do an activity for activity's sake, but you're not truly measuring deal advancement, then I think you are kind of kidding yourself.”
Don’t miss out on our previous episode and watch out for the new ones!
E117 Part 1 - GODFATHER: A Deep Dive into John McMahon and the MEDDIC Sales Process
Connect with John McMahon:
LinkedIn: https://www.linkedin.com/in/johnmcmahon1/
The Qualified Sales Leader (Book): https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
This episode of Tech Sales Insights is brought to you by:
Sales Community: https://www.salescommunity.com/
Convertiv: https://www.convertiv.com/
