At Improving Sales Performance, we are proud to be celebrating Women in Sales Month once again.
For all of October, we have an amazing slate of women sales leaders who will be sharing their unique insights.
From offering advice for sales managers new and old to surveying the anticipated landscape of sales in the years ahead, when it comes to Improving Sales Performance, these ladies know how it's done.
Joining Matt for the entire month is Stephanie Downs, SVP & Senior Consultant at The Center for Sales Strategy.
In this episode, Matt and Stephanie are joined by Jenn Scilabro, Senior Vice President Local Digital Sales at Nexstar Digital, and Traci Wilkinson, Senior Vice President/Regional Manager Broadcasting at Nexstar Media INC.
Together, Traci and Jenn share so many amazing observations. Such as:
ABOUT IMPROVING SALES PERFORMANCE:
Improving Sales Performance is hosted by Matt Sunshine who speaks with guests that are thought leaders, experts, and industry gurus, to share their insight, tips, and knowledge on various topics that help companies improve sales performance.
CONNECT:
CSS:
https://www.thecenterforsalesstrategy.com/
Matt Sunshine:
LinkedIn: https://www.linkedin.com/in/mattsunshine/
Stephanie Downs:
https://www.linkedin.com/in/stephaniewdowns/
Jenn Scilabro:
https://www.linkedin.com/in/jennscilabro/
Traci Wilkinson:
https://www.linkedin.com/in/traciwilkinson/
TIMESTAMPS:
2:24 From your point of view what are the things you look at in the sales dept that let you know that you are on track? In other words, what are the 3 to 5 Key Performance indicators you pay attention to?
4:18 Retention vs. New Business Are we churning out salespeople?
5:12 What should sales managers be focused on? Think of it in terms of big rocks or highest priorities that they should be focusing on? Revenue of course, but what else?
5:28 Talent/growth and personal relationships.
6:12 Recruitment has to be an on ongoing part of everyday duties
6:26 How do we create the next generation of sellers?
7:32 Nexstar has a lot of markets
8:53 It’s crucial to understand the needs of the local markets
10:54 How has the role of sales managers changed in the past 5 years?
11:06 The complexity of our products
11:50 What are the road blocks that we can take away?
13:04 Describe a great sales leader
13:17 Sales leaders who lead from fear vs. Those who lead from inspiration
14:40 Think of your team like a baseball team
15:30 Advice to a brand new sales leader
15:43 Always be read to do exactly what you’re asking them to do
16:30 Learn your audience
17:50 Be the type of sales leader that your salespeople want to take out on calls.
18:43 3-5 years ahead what do you anticipate changing in sales departments?
19:06 We have to de-silo
21:59 What’s not going to change
22:52 Final thoughts
