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Join the conversation with Barbara Spector, CEO of SmartMoves, as she shares her innovative approach to sales that is shaking up the corporate world. Barbara brings to the table a game-changing philosophy - sales as a puzzle where each piece is a client's need, waiting for the right solution.
Barbara shares her journey of turning her vision into reality by becoming a management consultant. She didn't wait for opportunities; instead, she created them. Barbara found a job ad for a sales trainer, which matched her desired income perfectly. Despite being the only woman among 200 applicants, she got the job. This position led her to develop her expertise in sales assessments and pre-employment tools. She describes her approach as conducting a "sales MRI," diving deep into understanding an organization's strengths, weaknesses, and gaps to tailor sales training accordingly.
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Barbara stresses the importance of daily coaching, especially during the initial 90-day onboarding period for new sales hires. While acknowledging the time constraints of sales managers, she highlights the compounding effect of coaching, likening it to compound interest. Barbara discusses the common focus on short-term results over long-term development, emphasizing the need for a mindset shift among managers to prioritize coaching as a strategic investment in their team's future success. She suggests tying coaching effectiveness to managers' bonuses as a potential incentive for prioritizing coaching activities.
Barbara discusses the challenge of transitioning high-performing salespeople into effective sales managers. She emphasizes the need to shift managers' mindsets from believing only they can close deals to empowering their sales team through teaching and implementing a meaningful sales process. By focusing on key aspects like proper qualification, selling value, and creating urgency, Barbara highlights the importance of training managers to coach on these elements rather than solely focusing on closing techniques.
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.
Schedule a call with him here.
Find out more about Paul Fuller on LinkedIn
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