Business
In this episode of "Ask A Sales Leader", Phil interviews Steve Capezza, Zillow's VP Premier Agent Sales, where he leads 550 inside sales reps and is accountable for 75% of the Media, Internet and Technology revenue for Zillow Group. In this episode, Steve shares his thoughts on: *What it takes to succeed as a VP of Sales leading a high velocity sales motion pursuing the SMB segment *How to generate order velocity and how to make it "rinse and repeat" at scale *The importance of culture and tips on how get everyone aligned around a purpose and vision for your sales organization *How to understand the cadence of your sales team *What it takes to be a great sales leader-including what NOT to do *What it means to "control the weather" or the mindset of your team and why it matters for sales leaders *The importance of knowing your numbers-so that you're "a meaningful specific" and not "a wandering generality" *How to instill organizational discipline-since the most valuable asset of a sales leader is their time *Tips on recruiting great sales people by creating a compelling all around experience *Tips on retaining reps by focusing on coaching and career development