Unlock the secrets to fostering a high-performance sales culture and transform your sales team into quota-crushing champions! Join us for an inspiring conversation with Ken Lundin, founder and CEO of RevHeat, as he recounts his extraordinary journey from a young salesperson to a renowned thought leader.
Paul asks Ken about the biggest issues in sales today. Ken highlights the major shift in employer-employee relationships due to remote work, which has made managing teams more challenging and decreased productivity. He mentions a significant drop in quota attainment and a lack of basic sales skills among many sellers, leading to a reassessment of effective sales team management.
Ken discusses the "Twitterization" of sales, where prospects without immediate needs are often ignored, leading to a decline in long-term relationship building. He criticizes management practices that prioritize short-term gains over sustainable success, using discount-driven end-of-quarter sales pushes as an example of a flawed culture.
Paul and Ken then delve into the concept of self-leadership and accountability, noting a cultural decline in these traits. Ken introduces the "three-foot rule," emphasizing the importance of focusing on what individuals can directly influence. He argues that lack of accountability often stems from leadership permitting excuses, highlighting the need for managers to enforce responsibility consistently to foster a culture of accountability.
Ken emphasizes three key points for creating a scalable sales team:
