In this Expert Insight Interview, Brandy McCarley discusses how to use data to build a rockstar sales team. Brandy McCarley is a 16-year sales veteran and entrepreneur. She understands how stressful it can be to be a top producer, so she helps CEOs scale by creating diverse people-centric organizations.
This Expert Insight Interview discusses:
- What it takes to create a rockstar sales team
- The personality traits that salespeople need in different positions
- The importance of flexibility and adaptability
Nowadays we hear a lot about big data. It is easier than ever to collect lots of data but the challenge lies in realizing what it is you should be looking into and what you should be ignoring. You must understand what data is really relevant for your sales team before you can turn them into a rockstar team.
Even before that, you need to identify what type of sales people you’re looking for. Different types of sales jobs require different personality traits and building a rockstar sales team depends on getting the right people in.
Brandy’s method uses seven work-related traits to measure the effectiveness of salespeople. One of these traits is autonomy, and it deals with whether a person is a natural-born leader or more of a team player.
Sociability is another trait Brandy’s team measures. Someone with a high level of sociability is able to build relationships and rapport quickly and prefers working with people, whereas someone with low sociability prefers working on technical issues.
Some of these traits have been particularly emphasized by recent events. The pandemic and ensuing lockdowns worldwide have tested people’s flexibility in particular. Salespeople have had to pivot and change their approach, switching to virtual meetings and adapting their strategies to the circumstances.
Although we can see the light at the end of the tunnel with the vaccinations, the future is still a bit uncertain. This means that people with less capacity to handle and adapt to massive change could struggle with their professional performance as well.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.