Why you've got to check out this episode:

• Discover how to transform your sales team's approach to customer engagement and move beyond order-taking.
• Learn the common mistakes businesses make when trying to improve their sales processes and how to avoid them.
• Get actionable tips on how sales leaders can effectively coach their teams and identify key behaviors in the field.

Resources / Links:

• Develop your own customer-centric sales culture. Visit www.thesalesdr.com.au for a free chapter of her book.

Summary:

Are you struggling to engage your customers effectively and hit your sales targets? Many sales teams find themselves stuck in a cycle of order-taking rather than actively engaging with clients. 

In this episode, Ingrid Maynard, known as the Sales Doctor, shares her insights on how to revolutionize your sales approach and create a culture that prioritizes customer engagement. Ingrid discusses the importance of understanding the symptoms of a struggling sales team and how to identify the root causes of poor performance. She emphasizes the need for sales leaders to spend time in the field, observing their teams and understanding customer interactions.

Check out these episode highlights:

01:41 - Ingrid's ideal clients: B2B sales teams, particularly in the blue-collar industry.

02:29 - The problem she helps clients solve: Moving from order-taking to proactive customer engagement.

03:54 - Symptoms of the problem: Not hitting targets and account management teams acting like customer service representatives.

05:19 - Common mistakes clients make: Treating symptoms instead of addressing root causes and focusing solely on lagging indicators.

06:42 - Ingrid's top tip for sales leaders: Spend more time in the field to understand team dynamics and customer interactions.

07:33 - Her Valuable Free Resource: Visit www.thesalesdr.com.au for a free chapter of her book, The Sales Revolution.

08:12 - Q: What is the Sales Revolution? A: An organization-wide approach to transforming sales culture and enhancing customer engagement.

Tweetable Takeaways from this Episode:

“…spend more time in the field.” - Ingrid Maynard