Your Weekly Bulletproof Brief
Shawn Rhodes
Sales And Growth Excellence | Top-Rated Communicator | Success In Challenging Environments
Up-Armoring Your Sales Systems
When I was studying troops on the front lines, the term 'up-armoring' was something we heard every day. It wasn't simply strapping extra sheets of metal to our vehicles or upgrading our body armor. Instead, up-armoring was a mentality that kept folks alive.
It meant constantly looking at how we operated and asking, "How can we make this better?"
Instead of simply getting the job done in our sales careers, we can also up-armor ourselves and our teams to ensure we're adapting and improvising to better serve our prospects and our clients.?
It's all in this week's newsletter!
Let's Make Selling Bulletproof-
Special For This Week’s Bulletproof Livestream - The Bulletproof Selling Keynote
The time will come in every salesperson's career when they'll need to quickly change or create a system to get back on forecast - and that's what we sat down with Scott Leonard, a sales consultant with one of the largest consultancies on the planet, to discuss!
Featured Article
Implementing Change On A Sales Team
by Shawn Rhodes, Author Of Bulletproof Selling
In?an interview with Brian Haug, we discussed the importance of ensuring changes stick in a sales team. Because our salespeople are learning things every day that allows them to better connect with and serve clients, it’s critical that sales leaders take the time to download those lessons for the benefit of the team – and then ensure those lessons creates change that benefits everyone’s outreach and sales.
No surprise, Brian recommends both gathering change and ensuring it’s implemented within a CRM.
Because we’re trimming hope from our sales strategy, we’ll use the acronym TRIM to guide us through creating a system with a trigger, ensuring it’s repeatable, building in ways to improve it and of course, ensuring it’s measurable and getting us results.
Featured Podcast
Ensuring Change Lasts On A Sales Team
Sales leaders have a lot of important jobs, one of them being coaching their salespeople to get better at what they do. However, a lot of leaders spend most of their time managing their salespeople instead of leading them. The difference? It’s ensuring that what salespeople learn creates change, and that sales managers ensure that change lasts.?
This Week's Bulletproof Backlink
?"Capturing?objections that you hear, capturing the challenges that you encounter as a salesperson every single week?and not just getting that on a notebook or bringing them up with your sales manager once a quarter, but figuring out how to take some small step to solving this today. If we can do that then we can be bulletproof salespeople."?
- Shawn Rhodes, On?The Sales Q & A Podcast With Paul Reilly
Upcoming Live Interviews
Jerry Martin
Monday, January 17th at 12pm
Jerry Martin?leads Prudential’s sales and marketing efforts across sales, marketing, and public relations?at Prudential Overall Supply, . He's been recognized on Selling Power’s “50 Best Companies to Sell For” list for the fourth consecutive year. As vice president of sales & marketing, Jerry is responsible for creating and developing the company’s overall sales and marketing strategies. He's an expert at using systems that can further drive the effectiveness of the field sales organization, so we're going to have a lot of fun learning from him!
Sharon Cupach
Wednesday, January 19th at 11am
Sharon Cupach is Senior Director with Happinest Brands where she has responsibility for leading the team with franchise development activities designed to educate franchise candidates. Prior to working with the Happinest Brands, Sharon spent over 20 years in franchising, developing, and executing systems. She has mentored many in the franchise community as well as business owners.?Sharon was the owner of a consulting company focused on providing franchise development services to emerging brands and we're excited to learn about the sales systems she's used to find such success!
领英推荐
Sarah Hicks
Friday, February?4 at 11am
Sarah is?Lead Coach at Predictable Revenue. She's been interviewing the sales industry’s most revered thought leaders?on the Predictable Revenue podcast, and moved into an SDR Management role where she designs sales systems to help her team smash their targets. She currently operates as the Lead Coach?and works with the Predictable Revenue?team to help revenue leaders drive results through outbound efforts. We'll be talking about the best systems she's seen used and discussed across all her interviews and client engagements!
Upcoming Speaking Events
Prudential Overall Supply
Annual Sales Conference
Irvine, CA
February 22-23, 2022
John Deere, Inc.
Spring Sales Training
Moline, IL
February-March 2022
Roller Skating Association International
Annual Conference
Orlando, FL
May 2, 2022
Metal Treating Institute
Annual Conference
Hilton Head, SC
May 4, 2022
Public Risk Management Association
Annual Conference
San Antonio, TX
June 6, 2022
U.S. Travel Association
Annual Conference
Grand Rapids, MI?
August 8, 2022
Textile Rental Services Association
Annual Conference
Nashville, TN
September 15, 2022
Western Bankers Association
Annual Conference
San Diego, CA
September 19, 2022