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Sharing Our Keys to Success

Welcome to Success, the SalesRoads Blog.

In the following articles, we will share with you some tips, tricks, and ideas that you can easily implement in your business development efforts.  These are some of the same tactics that we use in our appointment setting and sales outsourcing programs, which have been delivering triple-digit ROI for our clients for a decade.  Even if you don’t continue reading, we hope that you implement our 3 Keys for Sales Success.

 

 1. Lead, Don’t Manage.

There is a tremendous difference between a leader and a manager.  In my office hangs a saying by Antoine de Saint-Exupéry on that sums up the perfect leader:

If you want to build a ship, don’t drum up the men to gather wood, divide the work and give orders. Instead, teach them to yearn for the vast and endless sea.

Leaders encourage others to achieve a common goal, and strive for the best.  Show your team the way and encourage them to be a part of it’s growth and opportunity.  Give them a sense of ownership of the project, and with it, the ability to make decisions to continue the growth.  Teamwork produces amazing results.  Gordon Kaufmann did not build the Hoover Dam, he lead (not managed) a team of thousands.  The work was tiresome, dirty, and dangerous – but every single person working on the project knew they were building something special, working together towards a common goal to complete something wonderful.

At SalesRoads, we empower every employee (regardless of tenure) to discuss roadblocks and ideas that can move each program forward.  These business development managers (BDMs) are on the front lines every day, and see the results of every change – good, bad, or indifferent.  Additionally, by creating a sense of ownership in each campaign, each BDM is more apt to proactively help under-performing team members to boost the performance of the team as a whole.

 

2. Talent Is Key

I was fortunate enough to attend a keynote address hosted by Kip Tindell, founder of The Container Store, while attending the Inc 500||5000 Awards Gala in October of 2014.  Kip and I share many of the same ideals when it comes to building great teams, bolstered by high-performing talent, and during his talk, he succinctly summed up how to build & scale excellence.

One great person = 3 good people

Recruiting, hiring and retaining high-performing talent is one of the largest challenges any business faces.  We place as much emphasis on this side of the business as any other, and we nurture each employee through our on-boarding and growth model.  Employees need clearly defined, achievable goals housed in a positive working environment.  This leads me to my final key to success…

 

3. You Get What You Give

From the title alone, you would think that this would be a continuation of my first point.  However, its more focused on data integrity and systems, versus management style – more of a positive spin on the old adage “garbage in, garbage out”.  Salespeople are great assets to your organization, and are the cornerstone to any successful company’s growth.  Feed them quality data, in an intelligent way.  Give them the tools to perform their job at peak efficiency, and mitigate any revenue neutral task that they may do in the course of their day.  After all, revenue neutral in a sales environment is actually costing you money.

Salespeople should have a list of prospects from a quality source, with simple systems to maintain their contact list.  Far too often, I consult with companies who treat their salespeople like commodities, expecting them to endure frustrating working conditions and putting too much effort on revenue neutral tasks.

Satisfied sales teams sell more often, and attract larger opportunities than ones who are not.

We provide our BDMs with some of the most powerful technology to maximize call time, and minimize revenue neutral tasks.  Each database is also filled with some of the best data available, sourced from proven global leaders.  Over the years, we have been fortunate enough to acquire other call centers with fantastic talent.  By transitioning those agents into our calling environment, we have seen year-over-year performance increases of over 30%.

Dave Capezza

Dave Capezza is the VP of Business Development for SalesRoads, a nationally renowned inside sales authority, marketing expert, leader, and consultant. He is also one of the SLMA's 50 Most Influential People in Sales & Lead Management. His passion has always been focused on business development. As a 4-time Inc 500||5000 Award winner (2005, 2006, 2007, 2014), he successfully helped grow two small businesses into thriving industry leaders by instilling intelligent and proven business development processes, and management strategies. Dave’s mantra is to lead by example, and never ask an employee to complete a task that he isn't willing to do himself. Those principles help him to understand the fundamentals of the organizations he works for, to advance the company as a whole.