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Sales teams

What An MBA Didn’t Teach You About Sales

The sales profession is challenging. You need to work hard at it to succeed. You need to learn from the best. You need to improve your skills continuously. If you think you can sell since you are a hit at parties and have a lot of friends, you may soon find that you are a failure as a salesperson. Blunt truth:

because the sales profession is so hard, you have to focus on doing everything in sales very well, or you will be considered a failure.

I call this blog, Skinned Knees because I try to relate all of the learning that I have done over the past 4+ decades (while skinning my knees in the learning process).

I hope that you learn from my mistakes so that your business will grow!

Designing Sales Compensation Plans That Drive Performance

The success of any sales-driven organization in the business-to-business (B2B) space hinges on the sales team’s compensation plan. Over my four decades in B2B sales, I’ve observed that nothing influences the performance of sales personnel more directly than the design and implementation of their compensation plans. Compensation is not merely about rewarding sales achievements but crafting a strategy aligning individual salespeople’s goals with the company’s broader objectives.

A well-structured compensation plan acts as both a motivator and a guide. It compels sales teams not only to meet but exceed their targets, fostering an environment where continuous improvement is not just encouraged but becomes a natural byproduct of the system. For small business CEOs, understanding this dynamic is critical for sustaining and driving growth. Sales compensation is more than just a cost; it’s an investment in the company’s future.

In any sales environment, whether the market is brimming with potential or tightly contested, the compensation plan must be a living document that evolves in response to market conditions, company goals, and team performance. With this adaptability, companies can avoid stagnation or regression in their market positions. As businesses strive to scale and adapt, constructing a compensation plan that genuinely drives the right behaviors becomes all the more pertinent.

To delve deeper into this vital subject, CEOs should consider the immediate impacts of their compensation strategies and their long-term implications on sales culture and employee retention. For those ready to explore the intricacies of effective sales compensation and ensure their strategies are well-suited to their specific business contexts, I am here to lend my expertise. With extensive experience tailoring compensation plans to enhance sales productivity and company profitability, I invite you to reach out for further guidance on crafting a plan that meets and exceeds your strategic goals. You can set a time to talk to me using my link above Book Appointment With Sean.

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Two Tall Guys Talking Sales Podcast – Selling the Hole, Not the Drill: Understanding the Real Value Behind Your Sales – E91

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where our hosts Kevin Lawson and Sean O’Shaughnessey dive deep into the complexities and strategies of sales. In this episode, they explore the nuanced dynamics of selling through distribution and understanding the real needs of your customers. Whether you’re a seasoned sales veteran or just starting in your career, this episode offers a wealth of knowledge on refining your sales approach to maximize effectiveness and customer satisfaction.

Key Topics Discussed:

  1. Selling Through Distribution: Sean shares his early career mistakes and the pivotal lessons of focusing beyond just the product features.
  2. Understanding Your Customer’s Needs: Strategies to grasp what the end-user truly requires from a product, rather than just its specifications.
  3. The Importance of Simplicity in Sales: Kevin emphasizes how simplifying your sales message can vastly improve understanding and efficiency in sales processes.
  4. Sales Training and Knowledge Transfer: Both hosts discuss how proper training and knowledge sharing with channel partners and sales teams can lead to better sales outcomes.
  5. The Role of Value in Sales: How to communicate the unique value of a product or service to stand out in a competitive market.
  6. Referral Partnerships and Networks: Sean elaborates on the significance of nurturing relationships with referral partners to enhance lead generation for smaller businesses.
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Two Tall Guys Talking Sales Podcast – The Four Pillars of Sales Success with Veteran Advisor Chris Goade – E89

Join Kevin Lawson and Sean O’Shaughnessey in this compelling episode of “Two Tall Guys Talking Sales,” featuring seasoned sales acceleration advisor Chris Goade. As a pioneer in the field from Dallas-Fort Worth, Chris brings a wealth of experience from top companies like Dr. Pepper, PepsiCo, and 3M. Delve into the intricacies of building effective sales processes and learn firsthand about the transformative power of structured sales strategies.

Key Topics Discussed

  • Building Effective Sales Teams: How creating structured processes can accelerate sales performance.
  • Sales Process Fundamentals: Chris outlines the critical pillars of a successful sales process, including lead generation and customer relationship management.
  • Transitioning from Corporate to Consulting: Chris shares his journey from corporate sales to starting his own consulting business and the lessons learned.
  • The Evolution of Sales Tools and Techniques: Discussion on how sales strategies have adapted over time, especially in response to technological advancements.
  • Maintaining Customer Relationships: The importance of nurturing existing relationships to foster long-term business growth.
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Two Tall Guys Talking Sales Podcast – Fundamentals First: Building a Winning Sales Team with Tom Morgan of Sales Xceleration – E88

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where we continue our vibrant discussion this week with special guest Tom Morgan, a former collegiate basketball coach turned sales strategy guru. Diving into the parallels between sports coaching and sales management, this episode is packed with strategic insights to enhance your sales team’s performance as the quarter and year draw to a close. Key Topics Discussed: Key Quotes: Summary: Whether you’re a sales… Two Tall Guys Talking Sales Podcast – Fundamentals First: Building a Winning Sales Team with Tom Morgan of Sales Xceleration – E88

Two Tall Guys Talking Sales Podcast – Winning Sales Strategies: Harnessing the Power of Team Play – E87

In this engaging episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey welcome special guest Tom Morgan from Sales Xceleration. Join us as Tom shares intriguing insights from his vast experience in optimizing sales teams by drawing compelling parallels between youth sports coaching and sales management. Broadcasting all the way from Portland, Maine, Tom brings a fresh perspective on effective sales strategies and team dynamics. Key Topics Discussed: Key Quotes: Summary:… Two Tall Guys Talking Sales Podcast – Winning Sales Strategies: Harnessing the Power of Team Play – E87