Conocimiento

How I manage my $100M sales team:

I call this the Five C's Framework.

It's brain-dead simple—

Yet ridiculously effective.

C#1 Use The CLOSER Framework.

Clarify why the prospect is there.

Label the core problem.

Overview their pain.

Sell the vacation.

Explain away their concerns.

Reinforce their buying decision.

C#2 Call Recordings - Record every single call your team makes.

This holds your team accountable to follow the script.

Review these regularly to coach your team.

What gets monitored gets improved.

C#3 Communication - Talk to your team daily.

Daily huddles where you hype them up with testimonials.

This builds their conviction to sell.

Weekly one on ones.

Review their best call, worst call, and average call.

You cannot solve problems if you don't shine a light on them.

C#4 - Cut the fat regularly.

Even if everything is going okay.

Winning teams don't allow mediocrity to drag down culture.

Culture drives performance.

C#5 Competition - Public leaderboards.

Update these DAILY.

Reward your best closers with fun prizes/bonuses every 6 weeks.

This is worth every dollar.

And keeps everyone striving to do better.