Aa isp oc chapter day in the life of a winning rep and manager 081414

Day in the Life of a Winning Rep and

Manager

Learn – Network - Share

04/09/2023 2

Kevin Gaither

VP of Inside Sales, ZipRecruiter, Inc.ZipRecruiter is a job distribution service making it easier for hiring managers to acquire candidates fast (no, we’re not recruiters)

CEO & Founder, Inside Sales Recruiting and ConsultingISR helps companies hire top Inside Salespeople and specializes in building, expanding and optimizing inside sales strategies for smart technology companies.

@KevinSGaither

8/14/2014 3Chapter Meeting

Why should you listen to me?

• 20 years Inside Sales Experience• Recognized as Top 25 Most Influential in Inside

Sales by AA-ISP in 2010-2014• Built two outbound prospecting teams from

scratch (and made all the mistakes)• Took inside sales team from $19k revenue per

month to $1.2 million per month in 6 years• Helped 3 companies become Inc 500 companies

Want Help? @KevinSGaither


A Winning Rep’s Day

• Today began yesterday• Power Hours• Kai Zen!• Get Lazy• The Center of a Tootsie Pop



Today Begins Yesterday

• Organize– Lead Scoring– A, B, C, D

• Research– 3 x 3 Research– Notes in CRM



Power Hours

• Who owns your calendar?

• Sharpen the saw• Model Day for

Success



Model Day for Success



Kai Zen!

• Kai = Change• Zen = Good• Kai Zen = Continual

Improvement• Evaluating each call• Daily learning / reading• Demands coaching sessions



Get Lazy

• Best reps are lazy– WTF?

• Less Effort with “Tool Fuel”• Email Templates– Gmail Canned Responses

• Prospecting Tools– Sales Loft Prospector

• Notification Tools– GetSignals.com

• Targeted List Views



The Center of a Tootsie Pop

• Winning rep KNOWS their metrics cold– Calls,– Touches to Close, – Trials, – Revenue per Sale,– Quota, – % to Goal, – The Gap

• No Micromanage Needed!



A Winning Manager’s Day

• It’s not ABC• Grass is Always Greener• Say “No!”• Being Jeffrey Gitomer• Master Shifu



It’s not ABC

• ABH– Always be helping!

• 40% of your time WITH reps– Coaching Sessions– Available for calls– Role Plays– Facilitate Sharing– Listen!!!

• Don’t Do It For Them– Let them fail



Grass is Greener

• Continuous Recruiting– Don’t wait

• TopGrading for Sales• Performance

Management



Say “No!”

• “Got a second?” “Can I ask you a quick question?”

• Protect Your Time• Use Your Calendar To Get

Stuff Done



Being Jeffrey Gitomer

• Be a cheerleader!• Lavish with Praise– Find the Bright Spots

• Criticize in Private• How do you motivate our

reps?– Autonomy– Mastery– Purpose



Master Shifu

• Be a mentor• The real mission• Develops trust


8/14/2014 17Chapter MeetingWant Help? @KevinSGaither