“If you see someone helping unsolicited someone else […] you can see it in your team. Some protect their patch and some are willing to share”.
Welcome to the inaugural episode of The Sales Dog podcast with your host, Chris Smith. On today’s show, Chris talks to Scott Vince, Executive Vice President Sales and Marketing of Capricorn Diversified Systems, an international company providing an array of technological services to big-name clients such as Microsoft, Costco, Domino’s Pizza, and General Motors.
Watch or listen to this episode:
In this episode
Scott begins by reflecting on some key moments in his career: the people who most inspired him and his feelings upon closing his first major sale. When asked what he wished he had known when he started his first job in sales, Scott replies, “The ability to listen is a critical component in any sales situation[…] to have empathy for the people that you’re trying to listen to so you can understand and reiterate that into some kind of solution for them.”
With a wealth of experience in sales coaching in sales training in leadership roles, Scott shares advice for people starting out in sales and for those who are looking to step into a sales leadership role. Perseverance, managing your time and building your relationships, and managing them correctly are all important attributes for a successful salesperson. But what makes a leader stand out in a salesforce? Selflessness. Seeing someone go above and beyond to offer sales coaching recommendations to a member of their team.
Next, Chris and Scott discuss simple and timeless sales training advice. What kind of questions should your sales team be asking? How do you control first impressions and convey a professional approach? What daily habits should you cultivate in your salesforce?
At a time when many people in sales are experiencing rejection and delays, Chris asks Scott how he coaches his sales team to deal with rejection.
“You’re always going to have doors that are closed in your face and you’ve to have a thick skin and the ability to understand that the next one is going to be a success.”
This attitude, as Scott explains, is distilled into what has become somewhat of a mantra amongst Scott’s organization: “a positive approach gets positive results.” Adopting this point of view increases an organization’s chance of success.
In the final part of the show, Chris asks Scott about leveraging CRM in organizations. Scott affirms that CRM is a cornerstone of any successful organization. It helps him and his team manage their sales pipeline in an organized manner. It’s particularly useful as a sales leader to see clear metrics on how your team is doing.
Scott stresses the importance of full commitment in CRM training. In order to see real ROI on your investment, you have to make sure your whole team is dedicated to using the tools correctly. “And that’s true with anything,” says Scott. Scott emphasizes the importance of fully training your sales team, whether that’s on Microsoft Excel, or Dynamics 365.
Stay tuned to hear Scott’s keys to getting the sales team engaged in CRM. It all comes back to this idea of empathy and understanding the motivations of your team:
“Showing [your salesforce] how they can be more successful, creating efficiencies in their ability to manage their ‘patch’ and understand how that toolset can lead to their success and create more time and energy towards that success, it’s easy once they see that.”
- “The ability to listen is a critical component in any sales situation.”
- “Have empathy for the people that you’re trying to listen to so you can understand and reiterate that into some kind of solution for them.”
- “Some protect their patch and some are willing to share.”