Business
In the latest episode of "Ask a Sales Leader", Phil interviews Tom Schutz, SVP of Global Revenue of Edge By Ascential. Tom shares insights into how to motivate and develop sales reps and what it takes to be a successful sales rep. Topic include: Why is it critical for sales leaders to spend more time on time on talent management, retention and development How to sell complex, be-spoke solutions by using solution selling Why "travel as appropriate" is a more appropriate term than inside sales vs field sales Why the keys to good selling are: sound preparation, follow up and research Why Tom believes that sales reps over index on face to face, emotive selling, since 90% of a sale is determined before the meeting and after the meeting in terms of preparation and follow up The importance of sales reps capturing insights and agreement and right actions for the next interaction. Being prepared and active listening is critical How to put the right people in the right roles to be successful by 1) proactively recruiting talent and 2) clarifying what the role entails The importance of defining success in the role and why it impacts how to measure. How to balance the use of data and analytics with experience to coach sales reps and help them perform