Building teams is already a difficult task. Building a sales team is probably the most difficult.
Today’s guest, Joseph Roy Miller, spent 37 years as a sales professional. On this episode of The Clarity Advisors Show, he and host Ken Trupke talk about building sales teams and encouraging positive improvement as a leader.
In today’s remote work environment, additional challenges come up when building sales teams, and it’s especially important to emphasize cohesion within the team. To be an effective remote leader, Joseph emphasizes the importance of self-improvement, creating a cohesive team environment, making tough decisions, and encouraging learning.
Episode Highlights:
- Building a cohesive team is important, especially in the remote space.
- The best way to improve is to always be open to learning from mistakes.
- Tough decisions need to be made for the greater good.
Timestamps:
[00:55] Joseph’s 37-year career.
[03:14] How to transition well from being a salesperson to sales manager.
[05:02] Important things that the sales team and sales manager need to be trained for.
[06:15] Role-playing as an effective means of improving.
[06:51] Humans will be humans, and things don’t go the way we expect. Now what?
[08:40] That time Joe fumbled, and how his sales leader got him back on track.
[11:04] Remote work and helping teams navigate this environment.
[13:44] That time Joe failed as a leader, and learning from that.
[16:07] How it’s different leading sales teams today.
[18:09] Joe’s advice to new leaders building teams in today’s environment.
[20:53] Joe’s recommended resources.
[22:46] Despite the many changes over time, there are some timeless truths of leading a sales team.
Episode Quotes:
“It’s like anything else. If you keep doing it enough times, you’re going to get better at it.” (Joe)
“It’s critical that humans be with humans.” (Joe)
“Don’t try to save the Titanic. It’s going down.” (Joe)
“The phone is still the best way to get in touch with people.” (Joe)
“Don’t be a stranger to your people.” (Joe)
“It’s your job as sales manager to know that your guys are trained properly in how you want them to sell.” (Joe)
“People are still people.” (Joe)
Episode Resources:
- Never Split the Difference, by Chris Voss.
- Alex Hormozi
Follow/Connect with Joseph Miller:
- LinkedIn: https://www.linkedin.com/in/josephroymiller
- Phone: 713-703-5574
