Joe Basil Chevrolet’s Post

How To Attract An All Star Sales Team

What attributes contribute to being great at sales

As a field sales combatants the difference between success and failure on the field is your ability to be able to adapt to the strategy of your competitors

The importance of doing proper research has never been more valuable.

Check this out I Absolutely agree! Buyers should expect professionalism and preparedness from every interaction. Sales reps, it's time to step up your game! There's no room for mediocrity in today's competitive landscape. Let's raise the bar and deliver exceptional value in every meeting. #LevelUp #SalesExcellence #Professionalism

Well said John. Not meaning to plug my product, but you’re spot on about being prepared. Since we’ve launched copilot the most powerful thing it does for me is the ability to quickly use AI to summarize why they bought in the 1sr place, the state of our current relationship (sentiment, usage etc) and relevant facts about their industry with a click. It’s amazing the difference in coming to the call with a strong pov on a relevant direction to drive the conversation. So whether you’re a ZoomInfo customer using copilot, or you are using other tools, make sure to use them as John is right - NOT being prepared is no longer an option given how easy it is TO BE prepared.

As a sales man become a resource. Your value is linked to your knowledge and your ability to help others within and outside of the team.

Sales Stories As a Fauji brat, I have seen Paltan (the unit or battalion) joining their PT enthusiastically in their whites and in full battel gear with their weapons (SLR 7.62 used to be a standard weapon during those days while MMG and HMG pairs carried their weapons without complaining) and participating in evening games led by their officers and JCOs, giving their best. Also, Section, Platoon, and Company fired their quota of bullets every day in unison and then cleaned their weapons every day, where Jawans and JCOs (Junior Commissioned Officers) and Commissioned Officers repeated this regime without any fuss. Being in sales for the last 26 years, I can clearly see a symmetry between Fauj (Armed Forces) and sales. We grapple with low productivity, absenteeism, and no enthusiasm to earn attractive monthly incentives. I have come to the conclusion that our SOs (sales officers and subordinate officers) and Managers (commissioned officers) should lead them from the front, building an “esprit de corps” in their respective territories and sales areas (battalions). Over the last few years, I have seen Sales Leaders doing everything but sales, forgetting the basics of driving sales numbers through teams. Sales Leader should commit to their respective SOs and Reps that getting them their incentives is his/her first KRA and he/she shall move earth and heaven to make it happen. This will result in the creation of a well-behaved and dedicated unit that won’t shy away from delivering business objectives on a regular basis. I have seen firsthand that sales leaders are busy on their mobile phones discussing other things while sales representatives are left leaderless during the crucial call-making process or discussing the monthly business objectives with their channel partners. If we have created a strong bond (esprit de corps) with our team, we can get all the relevant numbers along with KPIs. Breaking bread with them frequently and having a friendly discussion over Chai can do wonders. I have done this successfully in my stints with various companies, creating a unit so well-connected that delivering KPIs and numbers was never difficult. Taking bullets for them (royal dressing-downs) from seniors will make your brotherhood stronger and everlasting. I still get calls from my boys who worked with me some two decades ago, which proves the same. Nowadays, unfortunately, this is regarded as a curse, and leaders believe in maintaining a safe distance from their teams, creating a feeling of us and them. I strongly believe in the Chetwood motto. “The safety, honour, and welfare of your country come first, always and every time. The honour, welfare, and comfort of the men you command come next. Your own ease, comfort, and safety come last, always and every time.” If this is practiced in sales, we can easily create the most successful teams, delivering strong results every month, quarter, and year. I am trying to create the same Sales Army in my Organisation.

As a sales manager, it’s crucial to remember that your customers are your sales team. This means understanding what drives them at both professional and personal levels. How much do you know about your sales team?

Get to know a few fun facts about Vitality's Director of Sales, Midwest - Tinamarie Fratantion!