In this Expert Insight Interview, Andy Gole discusses how to develop sales heroes when there aren’t any dragons attacking the village. Andy Gole is the creator of the Urgency Based Selling system, a consultant, strategic growth catalyst, sales educator, practitioner, and author of Innovate Now and The Biggest Pitch of Your Life.
This Expert Insight Interview discusses:
- How to develop sales heroes
- How to get the best out of your team
- Why it is essential, to be honest with your employees
Opening Closed Minds
Many people excel in chaos or when there’s a crisis. Executive teams, in particular, tend to be fantastic at crisis management. They pull their ranks, come together and… never fix any of the problems. It is all about consistency and anticipating issues when solving problems.
Andy Gole sees salespeople as heroes when they’re doing their job. This is because they are trying to bring their prospects to a higher peak of wellbeing, and the prospects are fighting them. So, when the salesperson succeeds in their task, they open a closed mind.
Salespeople as Heroes
Salespeople are heroic on so many levels not only because they help themselves, the company, and the client, but because opening closed minds moves civilization forward. Andy talks about situations in which “no dragons are attacking the village” because he has been in “do or die” scenarios multiple times.
These scenarios usually prompted him to be very entrepreneurial and creative to succeed. However, he doesn’t believe that the average salesperson necessarily faces such scenarios regularly. The average salesperson joins companies when they’re already established, so they’re not in “do or die” mode. This is why leaders have to find ways to help salespeople be entrepreneurs within the organization.
So, what can a leader or owner do if they find themselves paying their team astronomical figures to wait for the phone to ring? First, they have to level with their employees. They have to tell the sales team that they’re not happy with the results they’re getting.
One way to express this is to say that you’re not getting the return on the assets and that you see the unrealized potential of the team. This could be enough to shake things up and get your sales team to perform better.
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.