When I first got into sales, I had a similar path as most. I was trying to figure out how to sell, and once I did that had my eye on being the top performer on my team, so I would be thought of as a leader and have a chance to be promoted into management.
A short year and a half later, I did all of that and was promoted. I was going to change everyone's life and get to teach the low performers how to be successful and sell. About a month and a half later, I was wondering what happened. Nobody seemed to be listening to me or at least improving like I thought they should. I was really good at chasing and closing deals because that is all I knew how to do. My boss kept telling me you are trying to be a hero "You can't save everyone."
My problem was I was subjective and emotional about everything. I had no management process. It wasn't until I figured out that I had to take the emotion out of it and make everything objective that I started to see results.
Fast Forward 10 years later, with many successes and failures I created a 6 step process that helps takes the complication out of managing salespeople with a heavy focus on your team's Structure vs Pipeline:
1. ATM Approach- Where am I at with my team today
2. Interview Process- How do I hire more awesome Reps
3. Onboarding- How do I get new reps to revenue faster
4. Expectations- Set clear expectations so people know if they are good at their job or not
5. Coaching- How do I develop people using data
6. Ideal Customer Profile- Who are your target accounts
If interested in learning more you can visit my website to book a call or download my e-book on the ATM Approach.
mattdferguson.com
Company Details
- Industry
- Professional Training And Coaching
- NAICS
-
Business Schools and Computer and Management TrainingComputer TrainingProfessional and Management Development Training
- Website
- http://mattdferguson.com
- Keywords
- Napoli.
Mdf Coaching And Consulting Questions
Mdf Coaching And Consulting's website is http://mattdferguson.com
Mdf Coaching And Consulting's LinkedIn profile is https://www.linkedin.com/company/mdf-coaching-and-consulting
Mdf Coaching And Consulting's industry is
Professional Training and Coaching
Mdf Coaching And Consulting's top competitors are
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Mdf Coaching And Consulting's categories are Professional Training and Coaching
