Amy Hrehovcik - Real Revenue Enablement - Conclusion

SUMMARY  Part 2 of our conversation opens with the idea that people learn best when they are teaching others. This is because they are more likely to pay attention and retain what they are learning. The conversation also mentions the idea of an observation log, which is a way to track what someone is learning. This can be helpful for quality control purposes. The focus of the conversation is on how important it is for salespeople to learn from their wins and losses in order to improve their skills. The problem is that many sales teams operate with a low win rate, which makes it difficult for salespeople to learn and improve. The solution is to focus on the journey, not the outcome, and to help salespeople to separate their definition of success from an outcome. The conversation discuss the importance of having a clear goal, or win, in mind. The goal should be something that is attainable and that you are passionate about. Having a clear goal will help you to stay motivated and focused on the process of becoming great. The process is more important than the outcome, and you can control the process by being a little bit better than yesterday"s version of yourself. We talk about how focus on pipeline volume over win rates, and how sales enablement is a lagging indicator. We also discuss how to break down a big concept into smaller pieces. TIMESTAMPS  0:00:00   Onboarding Series and Observation Logs: A Key to Effective Learning 0:03:14   The Importance of Learning in Sales 0:05:16   The Benefits of a High-Performance Team 0:06:30   Sales Enablement: The Importance of Quality Pipeline and  Win Rates 0:08:22   The Benefits of Different Learning Styles in Sales 0:09:44   The 80/20 Rule in Sales: How to Focus on What"s Working 0:15:26   The Power of Going First: Lessons from a Sales Expert 0:17:12   The Benefits of Rethinking Your Sales Strategy 0:18:49   The Power of Podcasting in Business  HIGHLIGHTS  The first takeaway is to take some responsibility for your own learning journey. If you"re waiting for someone else to do it for you to put something onto a silver platter or to have a new team to be recruited. The trigger event is looking at their activity on LinkedIn and then focusing your engagement across that smaller group of people that are most active and then advance the conversation and build a relationship with those people and bring them in. And then your job is to iterate in that you"re doing more of what"s working and less of what"s not working. And so I think as it relates to sales, that is one of the most important concepts to start with because it sets the stage for just a broader understanding of what you"re trying to get at. So our five to eight times in terms of quality pipeline over what your target goal is and focusing on that, assuming win rates are going to fall within a certain rate. James Daverman, who was one of our first guests, talks about winning the day as an exercise and continuous improvement. So where I was going with that is look at win rates, but I actually put more focus on pipeline volume.  Music Credit: Maarten Schellekens - Riviera  Follow us at: www.cascadingleadership.com linkedin.com/in/drjimk linkedin.com/in/1lawrenceobrown