Apply These Sales Training Tips To Drive More Sales, with Juliana Stancampiano, Episode #86
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We could all use a fresh set of eyes now and then, someone who can share fresh sales training tips to help us drive more sales. I am so excited to dive into the details of effectively enabling your company’s salespeople to actually sell, on this episode of #SellingWithSocial. My guest is Juliana Stancampiano – the CEO of Oxygen, a company that specializes in helping other businesses perform at maximum capacity.
We’ve all been at a point in our company when we realize that operations aren’t running full speed – there are too many tools, too many systems, poor sales rep retention, and not enough revenue to back the ever-changing matrix of effective sales. Juliana gives us practical and insightful sales training tips to help us tame the tech stack monster and pay more attention to enabling the people who drive the revenue, our salespeople. Be sure you listen!Apply these #SalesTraining tips to drive more #sales. Join @M_3Jr, #CEO of Vengreso and his guest @jstancampiano of @OxygenEXP, on this episode of #SellingWithSocial. Listen! #SocialSelling #SalesTipsClick To Tweet
The Content We Use For Sales Training Is Important. But Only If It Is Specific
Why are we making our salespeople work harder than they need to? Onboarding is the period where we immerse our salespeople in the things they need to know in order to accomplish their jobs and become an integral part of driving sales. We often think we need to cram all of the information about every scenario, systems, and tool into our sales training. In reality, as Juliana points out, “Too much information makes for less time in the field.” This means that the more concise and clear we can make our onboarding processes, the better.
To start, define onboarding for your company. What do your people need to know to complete their job? What is vital for them to digest and learn? Overloading them with information that they may not know how to sort or prioritize only adds to the chaos. With nine months as the average ramp-up time for a new sales team member, it is important to give them only the most necessary tools to enable them to effectively sell – and meet your sales quotas.
Hundreds of Tools = Thousands of Dollars: Here’s How To Choose Wisely
How many sales tools does your company use? For my small company we use seven tools just for sales, you can actually see Vengreso solutions partners on our website! The problem with having hundreds of tools in our tech stacks is that each of those tools costs thousands of dollars per sales rep, per year. But are actually helpful?
“Simple is better,” Juliana says. While redundancy is bound to happen, it’s important to understand exactly what your salespeople must do in order to accommodate customers and drive revenue. Ask yourself these questions…
- Do your tools work well together?
- Can they operate and function underneath one centralized system?
- Can they integrate into your CRM?
Juliana gives the run-down on the many ways you can tell if the tools in your tech stack need to be chucked out or put to greater use – so be sure to listen to the full episode!Hundreds of #sales tech stack tools = thousands of dollars: Here’s how to choose wisely. Join @M_3Jr, #CEO of Vengreso and his guest @jstancampiano of @OxygenEXP, on this episode of #SellingWithSocial. Listen! #DigitalSellingClick To Tweet
How To Use Your Sales Team To Improve Your Tech Stack
Giving your salespeople a voice is vitally important to helping you decide how to make cutbacks to your tech stack. Juliana gives some amazing sales training tips in this episode on how to easily and quickly obtain feedback from your salespeople without making them feel frustrated and patronized.
Juliana shares some incredibly eye-opening points on discovering the best methods for measuring your company’s success through sales rep feedback and tech stack/revenue comparisons. In her upcoming book, “Radical Outcomes,” Juliana says she will be discussing – in-depth – all of the things we’ve discussed in this podcast episode, and more. It will be the perfect read for anyone leading or managing a group of people. Listen to this episode to learn how you can save your company thousands, train your sales reps effectively, and drive revenue.Is your #sales training and onboarding effective? Assess your approach by joining @M_3Jr, #CEO of Vengreso and his guest @jstancampiano of @OxygenEXP, on this episode of #SellingWithSocial. Listen! #SocialSellingClick To Tweet
Outline of This Episode
- [1:55] CEO of Oxygen, Juliana Stancampiano, helps sales leaders drive revenue
- [6:30] Why do we make it so hard for salespeople to be successful?
- [7:37] Consolidating our tools for optimum success and efficiency
- [8:51] Questions to ask that lead to improvement in sales leader function
- [11:24] What is the goal of onboarding?
- [17:27] Closing the sales quota and onboarding gap
- [19:45] Helping enable the seller: how to choose which tools to use
- [28:48] Integrating tools for maximum efficiency and success
- [33:06] Creating the sales enablement measuring stick
One of the things I love to do is to read amazing sales books and listen to sales podcasts. That is why we’ve created best sales books list and the best sales podcasts list for sales leaders, sales managers, and sales reps. Click through these and give them a listen! Also, take a look at the resources below mentioned during this podcast:
- Juliana’s book: “Radical Outcomes” : https://www.amazon.com/dp/1119524253
- Follow Juliana on Twitter : https://twitter.com/jstancampiano
- Follow Juliana on LinkedIn : https://www.linkedin.com/in/jstancampiano/
- Oxygen Community : https://community.oxygenexp.com/
- Social Business Engine Podcast – Bernie Borges
Connect with Mario!
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