SaaSy Talk Unfiltered | SaaSy Talk S01.22: The Importance of Managing Inputs in Sales Performance

SaaSy Talk S01.22: The Importance of Managing Inputs in Sales Performance

November 13, 2023 / 48:11/S1:E22

About The Guest(s): KG has been in sales/sales leadership for over 25 years. Currently the CRO of www.InsideSalesExpert.com where he helps leaders at early stage tech startups avoid mistakes, the mistakes he made, when growing their sales teams. With KG, you get experience, not inexperienced opinions.

Here are some of his successes:

- 8 startups, 3 startups have had liquidity events

- Built teams of 30 salespeople to 550 salespeople, often starting from only a few or 0 salespeople

- Built multiple Inside Sales, SDR/BDR, Account Management and Enterprise Sales teams.

- Author of "It Happened On The Sales Floor: 100 Sensational Stories about Sales Leadership Screw-Ups and Big Wins"

- And he's made lots and lots of mistakes. There's over 10 sales leadership guides on his site that can help you avoid some of the mistakes he's made in the past.

Summary: Kevin Gaither shares his journey into sales, from studying engineering to finding success in the tech industry. He emphasizes the importance of sales fundamentals, such as hard work, continuous learning, and tracking metrics. He also discusses the challenges of managing sales teams and the need for clear expectations and boundaries. Kevin highlights the importance of deal reviews and compensation planning in driving sales success. In addition, he reveals his favorite sports team, music genre, movie, and dream travel destination.

Key Takeaways:

Salespeople should focus on the things they can control, such as their work ethic and continuous learning.
Tracking metrics and optimizing performance based on data is crucial for success in sales.
Sales leaders should set clear expectations and boundaries with their teams to avoid confusion and maintain professionalism.
Deal reviews and analyzing both closed won and closed lost deals can provide valuable insights for improving sales performance.
Compensation plans should be simple, aligned with company goals, and clearly defined to avoid misunderstandings.

Quotes:

"You can't manage outputs. You can only manage inputs." - Kevin orsey
"The inmates don't run the asylum." - Kevin
"You can't be friends with your sales reps. You can be friendly and respectful, but there needs to be a clear boundary." - Kevin
"If you don't define expectations, you're asking for trouble." - Kevin
"Keep compensation plans simple, aligned with company goals, and clearly defined." - Kevin

Chapters:

00:00 Introduction and Guest's Background

00:07 Kevin's Journey into Sales

00:35 Transitioning from Customer Service to Sales

01:29 The Importance of Sales Fundamentals

01:55 Tips for Accelerating Sales Abilities

03:02 The Power of Tracking Metrics in Sales

04:23 The Reality of Sales Performance Distribution

05:04 The Importance of Hard Work and Discipline in Sales

06:17 The Role of Sales Leaders in Employee Success

07:04 The Importance of Scripting in Sales

10:38 The Power of Reverse Engineering in Sales