Recommended Reading
Scaling a business isn't just about the numbers—it's about the people. From selling popcorn to steering a multi-million-dollar powerhouse, Neal Glatt joins the conversation to reveal the secrets behind assembling a sales force that's not just effective, but extraordinary.
Neal discusses the transformative journey of scaling a sales team from one to forty million in revenue. He emphasizes the importance of intrinsic trust among team members, which was pivotal in their success. Initially, with a small team, trust and familiarity were ingrained, leading to seamless collaboration and problem-solving. However, as the team expanded, maintaining that level of trust became challenging. New team members lacked the shared experiences and understanding, causing friction and necessitating adjustments in working dynamics. Neal highlights the significant time investment required to build trust within a team, often taking up to a year. Despite the potential for quick results in technical training, true transformation in leadership and team dynamics demands a longer-term commitment.
Neal discusses his approach to coaching salespeople, emphasizing the importance of establishing trust and addressing individuals' holistic goals. He begins by assuring confidentiality and emphasizing his commitment to the person's overall well-being beyond just sales performance. By delving into personal goals, including family, relationships, and health, Neal aims to demonstrate his genuine care for the individual's success and fulfillment. He challenges conventional expectations of working hours, advocating for a balanced lifestyle while achieving sales targets efficiently. Neal's coaching methodology focuses on maximizing productivity within a reasonable timeframe, often requiring only a few hours of focused effort each day. He integrates technology and scientific insights to streamline the coaching process, ensuring rapid progress without unnecessary complexity.
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Neal contrasts his style with that of a colleague who excelled in building relational connections with clients, showcasing the diversity of successful sales approaches. He advocates for recognizing and embracing the uniqueness of each salesperson's combination of strengths, rather than conforming to a standardized sales mold. He stresses the value of adapting sales strategies to align with individuals' personalities and intrinsic behaviors, fostering sustainable success and consistent performance.
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
From north to south, east to west, Membrain has thousands of happy clients all over the world.
