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Uncover the secrets to being a top-notch sales leader and building a winning sales team with Steve Heroux, CEO of the Sales Collective. In this episode, we dive into the world of sales, busting myths and emphasizing the power of genuine connections. Prepare yourself for a discussion that will completely transform how you approach sales!
In a recent conversation, Paul and Steve discussed "pushing and pulling" in sales. Instead of aggressively pushing products, successful salespeople focus on great service, naturally drawing people in. Renowned colleges don't need heavy recruitment; their reputation speaks for itself. Creating a strong organizational culture is like the Field of Dreams: build something worthwhile, and people will come. Traditional sales usually prioritize targets over customer needs. In order to succeed, it’s important to build a culture that attracts talent and values customer satisfaction. This principle applies to successful sports teams like the Patriots and Duke, prioritizing excellence over numbers.
Steve emphasizes the importance of understanding how salespeople want to be led, rather than imposing leadership styles. He shares insights from his upcoming book, "Salespeople are from Mercury, Sales Managers are from Uranus," highlighting the significant disconnect between salespeople and their managers. Steve discusses how many salespeople feel undervalued and underappreciated, leading to decreased performance. He recounts a story where a top-performing salesperson, Monica, faced a pay cut due to her high earnings. This incident emphasizes how vital it is for companies to recognize and appreciate their sales teams in order to maintain success.
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Paul emphasizes the importance of starting with a "why" in sales, aligning personal motivation with a greater purpose. Steve agrees, citing James Clear's insights on the significance of systems over goals. He critiques the traditional reliance on quotas and arbitrary numbers, emphasizing the need for companies to prioritize their salespeople's well-being and intrinsic motivations. Steve argues that salespeople are primarily motivated by personal and familial concerns, urging companies to build a culture that values individuals over revenue targets.
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.
