I recently got to talk with Tim Dovedot, Inside Sales Leader at Zscaler, about training recent college grads who are opposed to sales careers. To Tim, anyone who says they really weren’t considering sales is ideal for sales success.
You tell your manager you want a promotion, but you’re forced to wait at least a year. How do you make your metrics so compelling that you get your promotion early anyway?
That one rep who earns 300% of plan? That thing they have that everyone else doesn’t is the drive to improve their game. That, plus short, killer messaging.
As a sales leader, you have a vague idea that using Outlook 2010 isn’t helping you out anymore. But you have no idea how to start modernizing.
The thing that changes a sales rep’s behavior is not more insights. It’s better incentives. If you can change the incentives, you can change the behaviors.