Join hosts Kevin Lawson and Sean O’Shaughnessey on “Two Tall Guys Talking Sales” for another enriching episode, this time featuring the insightful Tom Daly from Focus Insights Group. Building on the momentum of our previous conversation in the last episode of Two Tall Guys Talking Sales, Tom delves deeper into the world of sales, sharing his expertise on nurturing new talent and guiding companies to refine their sales strategies for sustained success. Whether you’re a fledgling salesperson or a seasoned executive, Tom’s advice is bound to enlighten and inspire.
Key Topics Discussed
- Transitioning from Pitch Person to Business Leader: Tom offers invaluable advice for new sales professionals on evolving from knowing just the features and benefits of their products to becoming strategic business advisors to their clients.
- The Importance of a Structured Onboarding Program: Emphasizing the critical role of a meticulously planned onboarding process to ensure new salespeople are set up for success from day one.
- Role of Sales Management in Nurturing New Talent: Discussion on how sales managers should not just be top sales producers but mentors who demonstrate, guide, and provide constructive feedback to their teams.
- Building a Sales Strategy: Tom underlines the necessity for sales managers to have a clear, actionable sales strategy aligned with the company’s business plan to drive success.
- Sales as a Business Management Function: Reinforcing the concept that effective sales management is synonymous with astute business management, focusing on strategic planning and execution.
Key Quotes
Tom Daley:
“You have to demonstrate. Then you have to do it. Then you have to have somebody try it, then you have to critique them and then you have to show them again and rinse and repeat.”
Sean O’Shaughnessey:
“I really try to teach my salespeople to think like a business person. It helps them a lot when they start to negotiate because now we can negotiate like a business person as opposed to a salesperson that wants a commission check.”
Kevin Lawson:
“Practice makes easy, not practice makes perfect. Practice makes easy because, man, I love your phrase. It’s an unnatural human behavior to start cold calling.”
Additional Resources
- Sales Xceleration: Tom’s brand and passion, offering sales optimization services. – www.salesxceleration.com
- Focus Insights Group, LLC: Learn more about Tom’s consultancy, which helps clients achieve their best sales year. – Focus Insights Group, LLC
Summary
This episode of “Two Tall Guys Talking Sales” with Tom Daly has been a deep dive into the art and science of building a successful sales career and managing a sales team effectively. Tom’s seasoned perspective sheds light on transitioning from being a pitch-focused salesperson to a strategic business advisor, offering actionable strategies for salespeople at every career stage. With a focus on the importance of structured onboarding, the critical role of sales management, and the development of a solid sales strategy, this conversation is a treasure trove for anyone looking to elevate their sales game.
If you’re a new salesperson looking to make your mark, a sales manager aiming to nurture your team, or a CEO striving for sales excellence, this episode is packed with wisdom you won’t want to miss. Download now and start transforming your sales approach today.
