Top Rep Sales Training

Creating and enforcing processes and expectations for your organization is critical in today’s competitive business climate.  Clear procedures ensure everyone on your team is working towards the same goals and that everyone understands their role in achieving them.  Without solid processes and objectives, your organization may be missing out on opportunities to grow, being surpassed by those who have established routines and expectations.  Additionally, having these systems in place provides a consistent experience for customers as well as an opportunity for employees to excel, giving them purpose at work.  As important as showing up to work every day is, having processes and expectations helps you show up at the top of your game more often than not! Next TOP REP: When: March 3rd and 4th Where: Phoenix, AZ Who should go: Sales Reps, Managers, Owners Register NOW:

The gap between what leaders say and what they tolerate kills company culture. You can: • Run team building events • Host strategy offsites • Give inspiring speeches But if you accept mediocre work... That becomes your standard. If you ignore bad behavior... That becomes your culture. Your lowest accepted behavior always wins. Always.

You send your sales reps through training, and they come out swinging. They hit their first five deals and closed 3 to 4 of them.   You feel great as a manager and trainer because it appears you have done your job. Well, you did for the first couple of weeks.  Then, you allow the homeowner to take over training from there. The homeowner shows them they don’t need to do any of that to be successful.   How do they do this? Your rep goes in and decides that he/she will skip a particular part of the sales process, and then the homeowner does the WORST thing that could have happened in that house, “THEY BOUGHT!” This rep now doesn't think that part of the process is needed and scrubs it from what they do.  This will happen several more times until the sales process is whittled down to the same lazy, ineffective process all the other struggling competitors are using, and we’re competing on price again. Then the rep comes back complaining to everyone that the price is too much and that homeowners only buy on price SOUND FAMILIAR???? It should because it's happening in your organization right now!!! Stop this insanity by getting your team to TOP REP! Next TOP REP: When: March 3rd & 4th Where: Phoenix, AZ Who should go: Sales Reps, Managers, Owners Register NOW:

Do you praise your top performers in your sales meetings? STOP IT!!! They don’t care, and the others are tired of hearing about the same people. Even if it’s not true, everyone feels you favor the TOP REPs, and the message of the praise is lost with the feeling they were given all the easy leads. So if showing the numbers is so important during the Sales Meetings, what do we show to bring: - Excitement - Healthy Competition - Drive to achieve more this week  - Praise to those who are hitting new levels of success Yes, it is critical for your immediate and long-term success to bring your team into the fold of where we are and what we need to hit for the company goals.  Remember, we succeed collectively by focusing individually. Your team cares about the company's growth, but they’re motivated by their own success and the plan to achieve new personal bests. Here are some numbers and achievements to show and celebrate during your Sales Meetings: Monthly Strategy  This month's SALES COMMITMENT  Where we are overall this month in comparison to the commitment. Post the GAP we have to cover and the number of days we have to make that remaining amount. Do the math for them.   What does each rep need to do their part in making up the gap? Achievements  The Takeover / New Sheriff In Town- Is there a new TOP REP for the month? These are fun to push your typical high achievers and celebrate a new face at the top of the leaderboard    The Up and Comer / Rookie of the Month - New rep that is climbing the leaderboard.  The Climber - Low-producing rep that is turning things around and is climbing the leaderboard *** What other fun awards do you give during your month that promote growth and personal achievement?  Do you show PROFIT PERCENTAGES when you show your leaderboard? You are completely MISSING THE POINT if you don’t have that most important number when showing other KPIs. As a sales rep, I can manipulate my numbers to look like a high achiever, UNLESS you show the average profit for the month & YTD.  Register here for Top Rep Bootcamp Phoenix, AZ https://lnkd.in/gdvD3-kb

Enough said! Retention starts with recognition. If you’re not investing in your team, someone else will.  Want to build a team that’s motivated, loyal, and crushing their goals? Learn how to inspire, lead, and reward your salesforce at the next Top Rep Bootcamp on March 3rd and 4th in Phoenix, AZ. 👉 Secure your spot now:

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I'm being named THE TERMINATOR because of some posts and reels I put out.  The truth is, I do very little FIRING…. of the individuals that “I” hire.  When I come into an organization to build and lead a team, I will evaluate the talent and attitude of the athletes who are currently there. After a fair amount of time, decisions will be made to determine who stays and who needs to be successful elsewhere.  I once heard from a mentor of mine, Tony Hoty, that “Culture eats strategy for breakfast.” In my experience, the culture is first determined by the team members. So, make sure each teammate fits within the culture you are building.   It was also told to me that your culture matches how you hire and the reasons that you fire . So, I'm going to confess that I have fired very few of the teammates that I have hired. Here are a few points to share with you:  We have assessments that help us learn more about the individual. I like Hirebus— Dan Fleisher - for sales reps.  Take them through times when they got leads they shouldn't have run. Here is where they will start to complain about the leads they got from the last company. Ask them what they feel a quality lead is.   Send them a small script before they come in and ask them to memorize it by the time they come in. (Thank you Brian Gottlieb)  Watch their posture and attitude during the interview. Push their buttons and see how they react.   Ask them how they feel the interview went. Do they just say “good,” or will they give you how they truly feel? There are many other ways to test the potential new hire, but this will get you started.  I summarize that it starts with YOU and those you choose to be on your TEAM. Then, the culture you build inside the organization maintains the right mindset and attitude. Take a “culture temp” as often as possible! Poor Athletes fire themselves! Meaning that they know when it's time for them to go. It shouldn't be surprising when you and they determine this isn't a good fit.   Learn more about Sales and Team Culture at TOP REP coming up in Phoenix, AZ—March 3rd & 4th.  Learn more and register your team here: https://lnkd.in/gdvD3-kb

Never start competing with big brands on their terms. Big national brands get a lot of attention. It's mostly because they have: \- Massive marketing budgets \- Household name recognition \- Nationwide presence But here's the thing... While they flex billion-dollar budgets, local companies are quietly tripling their sales. If you understand why big brands struggle, it's incredibly freeing: They're trapped by overhead costs, forced to maintain higher margins, and can't customize solutions the way you can. Some days they'll win on brand recognition. Some days their massive ad spend will feel overwhelming. And yes, they'll always look bigger on paper. But here's what they can't do: \- Match your service speed \- Beat your local reputation \- Customize like you can \- Care like you do \- Move as fast as you can Choose your battles wisely and leverage your flexibility.

MY APPOINTMENTS ARE DOWN!!! Most sales organizations nationwide are seeing massive slowdowns in the leads and appointments right now. Saint Nick and the current uncertainty of the economy are compounding the issue and making retail organizations spend more on marketing, losing sales reps, or hibernating until spring. As these companies start to panic, the answer isn't to spend more on leads. Look at the leads you already have. Rehash is king right now, and when done right, it is highly effective.   First, get one person to call all appointments up to 12 months old. For any less than 30 days old, do a survey to see how the appointment went. Your last question should ask them if they have completed the project yet.   Then, let them know a manager will be in their area and would like to put a second set of eyes on the project.  Unless the customer specifically asks for them by name, the original sales rep never goes back out. The success of a rehash program comes from consistency and persistence. Rehash typically has an 80% close rate when the script is followed. Companies that sign up for TOP REP or Sales Boost can ask for the REHASH program sent over to them. The program spells out the entire program, including phone scripts to get a manager or senior rep back into the house. Sign up for TOP REP here: https://lnkd.in/gdvD3-kb Dates: March 3rd & 4th Where: Phoenix, AZ

Your sales team struggles because traditional management failed you. (But fix these 5 things and you'll hit 8-figures) The most valuable insight in scaling won't be sales tactics. It will be systems. Here are 5 things successful companies are actively implementing: 1\. The First Hire Reality Rookies hire sellers first. Pros hire admin support. Let your best people do what they do best. 2\. The "Top Producer" Path Stop bogging down your closers. \*Revenue\* activities are their only focus. Everything else is a distraction. 3\. Referrals Before Leads New companies chase fresh leads. Smart ones build referral systems first. Your best customers sell for you. 4\. Systems Over Size Forget building a bigger team. Build better processes instead. Quality beats quantity every time. 5\. Experience Beats Brand Names Stop competing on recognition. Start winning on service delivery. The market remembers how you made them feel. I had to unlearn a decade of traditional sales management to scale multiple companies. It was uncomfortable. It was necessary. It was worth it. Now, I show companies how to do the same. What outdated belief is holding your company back?