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Kevin Gaither Aa isp oc chapter day in the life of a winning rep and manager 081414
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Day in the Life of a Winning Rep and
Manager
Learn – Network - Share
04/09/2023 2
Kevin Gaither
VP of Inside Sales, ZipRecruiter, Inc.ZipRecruiter is a job distribution service making it easier for hiring managers to acquire candidates fast (no, we’re not recruiters)
CEO & Founder, Inside Sales Recruiting and ConsultingISR helps companies hire top Inside Salespeople and specializes in building, expanding and optimizing inside sales strategies for smart technology companies.
@KevinSGaither
8/14/2014 3Chapter Meeting
Why should you listen to me?
• 20 years Inside Sales Experience• Recognized as Top 25 Most Influential in Inside
Sales by AA-ISP in 2010-2014• Built two outbound prospecting teams from
scratch (and made all the mistakes)• Took inside sales team from $19k revenue per
month to $1.2 million per month in 6 years• Helped 3 companies become Inc 500 companies
Want Help? @KevinSGaither
8/14/2014 4Chapter Meeting
A Winning Rep’s Day
• Today began yesterday• Power Hours• Kai Zen!• Get Lazy• The Center of a Tootsie Pop
Want Help? @KevinSGaither
8/14/2014 5Chapter Meeting
Today Begins Yesterday
• Organize– Lead Scoring– A, B, C, D
• Research– 3 x 3 Research– Notes in CRM
Want Help? @KevinSGaither
8/14/2014 6Chapter Meeting
Power Hours
• Who owns your calendar?
• Sharpen the saw• Model Day for
Success
Want Help? @KevinSGaither
8/14/2014 7Chapter Meeting
Model Day for Success
Want Help? @KevinSGaither
8/14/2014 8Chapter Meeting
Kai Zen!
• Kai = Change• Zen = Good• Kai Zen = Continual
Improvement• Evaluating each call• Daily learning / reading• Demands coaching sessions
Want Help? @KevinSGaither
8/14/2014 9Chapter Meeting
Get Lazy
• Best reps are lazy– WTF?
• Less Effort with “Tool Fuel”• Email Templates– Gmail Canned Responses
• Prospecting Tools– Sales Loft Prospector
• Notification Tools– GetSignals.com
• Targeted List Views
Want Help? @KevinSGaither
8/14/2014 10Chapter Meeting
The Center of a Tootsie Pop
• Winning rep KNOWS their metrics cold– Calls,– Touches to Close, – Trials, – Revenue per Sale,– Quota, – % to Goal, – The Gap
• No Micromanage Needed!
Want Help? @KevinSGaither
8/14/2014 11Chapter Meeting
A Winning Manager’s Day
• It’s not ABC• Grass is Always Greener• Say “No!”• Being Jeffrey Gitomer• Master Shifu
Want Help? @KevinSGaither
8/14/2014 12Chapter Meeting
It’s not ABC
• ABH– Always be helping!
• 40% of your time WITH reps– Coaching Sessions– Available for calls– Role Plays– Facilitate Sharing– Listen!!!
• Don’t Do It For Them– Let them fail
Want Help? @KevinSGaither
8/14/2014 13Chapter Meeting
Grass is Greener
• Continuous Recruiting– Don’t wait
• TopGrading for Sales• Performance
Management
Want Help? @KevinSGaither
8/14/2014 14Chapter Meeting
Say “No!”
• “Got a second?” “Can I ask you a quick question?”
• Protect Your Time• Use Your Calendar To Get
Stuff Done
Want Help? @KevinSGaither
8/14/2014 15Chapter Meeting
Being Jeffrey Gitomer
• Be a cheerleader!• Lavish with Praise– Find the Bright Spots
• Criticize in Private• How do you motivate our
reps?– Autonomy– Mastery– Purpose
Want Help? @KevinSGaither
8/14/2014 16Chapter Meeting
Master Shifu
• Be a mentor• The real mission• Develops trust
Want Help? @KevinSGaither
8/14/2014 17Chapter MeetingWant Help? @KevinSGaither