Enable Others to Lead & Grow

Deb Calvert is the president of People First Productivity Solutions and the Co-Author of Stop Selling And Start Leading: How to Make Extraordinary Sales Happen. She is a certified Master of Sales Coach and Master Trainer. There is just nothing this woman does not do. As one of the best sales trainers and sales leadership trainers in the world today, she is full of actionable wisdom. In this article I will share Deb’s extraordinary knowledge as it relates to the following:

  • Enabling Others to Act

  • Behaviors involved in enabling others to act

  • The impact technology has on the buying process

  • How to be effective leaders

  • What to look for in sellers

  • Reasons people leave

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How to Overcome Adversity, Plus Corporate Sales Tips


I recently spoke with Elinor Stutz, bestselling author, speaker and founder of SmoothSale.net.

In a time when women were limited in the sales and business worlds, Elinor launched her career. She has broken barriers to become a top producing salesperson in every company she has worked for.

Eventually, she became a world-renown trainer for sales leaders and a bestselling author on the topic of sales.

Elinor started her sales teaching career after an accident left her diagnosed as paralyzed for life. She used sales techniques and positive thinking to overcome that near disability and heal completely, and she has continued to use advanced sales and psychology tactics to overcome many other obstacles.

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UpRoar CEO Josh Mastel Accepted Into Young Entrepreneur Council (YEC)

Young Entrepreneur Council is an invitation-only community for the world’s most successful entrepreneurs.

UpRoar Partners, a Charlotte-based outsourced “Sales as a Service” company is pleased to announce that Josh Mastel, its Founder and CEO, has been accepted into Young Entrepreneur Council (YEC), an invitation-only community for the world's most successful entrepreneurs 45 and younger.

Josh Mastel was hand-selected to join YEC based on his accomplishments as an entrepreneur and proven industry leadership. As a member of YEC, Josh will have access to exclusive benefits including a curated network of influential peers, personal brand building and publishing opportunities on top media outlets, volume discounts on business services, and VIP events.

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Sales Culture: The #1 Key to Successful Organizations

I recently had a great chat with my good friend and mentor Kirby Steil, the VP of Sales at Insight Global, one of the largest and fastest growing staffing companies in the world. Kirby is a beast at transforming organizations using the only approach that actually works to transform organizations--creating, maintaining, and directing culture. In this article, I’ll share Kirby’s insights on

  • How to fix a broken culture

  • How to define culture from the top down

  • Best practices for keeping attrition low

  • How to know why an organization is or isn’t successful and what to do about it

Culture is the most significant driving force in America today--it’s at the root of everything we do. If you grow up in a community where certain behaviors are acceptable or unacceptable, you’ll

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Lessons from my mentor, Chris Dale - Sales Management Powerhouse

Everyone stands on the shoulders of the people around them that have shared their wisdom, guidance, and care as we develop. 

I’m no different, and neither is my mentor, Chris Dale, a man who has built and scaled dozens of successful sales teams in the IT staffing world. In this article, I’m going to share the principles and tactics I learned from Chris about

    •    How to quickly identify the intangibles in a sales hire
    •    A trick to find out if your sales candidate is motivated or not
    •    The difference between motivation and inspiration and why you should never motivate people
    •    How to define and understand your job as a sales manager
    •    When to part ways with a struggling salesperson
    •    Perseverance and mindset over matter
    •    How to get out of a personal slump
 

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Time to Turn in Those Trophies

Growing up, I was involved in everything. You name the sport, band, or spelling bee and I was in it. I’ve got more trophies than my mom’s attic knows what to do with. And although I pride myself for there being quite a few first place and runner ups, I scratch my head looking back on how they even fit the word “PARTICIPATION” on that small, plastic, gold-colored plate on the front of those things.

I already know what you’re thinking, “Another article about the millennials, how lazy we are (Yes, I’m one too), and our belief that we deserve a trophy just for showing up.” Well, against the world’s habitually overused rhetoric that has plagued our entire generation all because of a stupid plastic trophy sitting in a box in an attic, I’m here with a different message.

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The Top 4 Reasons Why The Best Sales Teams Hire Recent College Grads

You can pick up and read just about any sales book in the world to learn all of the greatest tips and tricks about generating great leads, filling your pipeline, increasing your closing ratio, or developing a great sales process. However, rarely do we hear much talked about when it comes to the absolute most important piece of the sales puzzle — the people you hire.

Without a world class team of salespeople driving that brilliant sales process you created, you just can’t and won’t win. But, beware of one of the biggest mistakes that I see in today’s sales teams — an over-association of talent and previous experience. I hear it all the time — “The best sales people are the ones with proven track records of performing at companies before they joined us.”

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Has the “One on One” Officially Died?

When I was a young sales person I met face to face with my Sales Manager every single Monday morning. We talked about my sales metrics from the previous week, he double checked my documentation in the CRM, we talked about this week’s plan, and he gave me feedback on where I can improve. Most importantly, he asked me where I needed help.

Because I knew Monday morning was coming and good old Kirby (that was my first manager’s name) was going to be in my kitchen, it really helped give me that extra accountability I needed to make sure I did all of the little things. I didn’t cut corners, because I didn’t want Kirby to find out and be disappointed. Eventually, I started just doing the little things right because I started seeing the results and those “little things,” all of a sudden had a ton of value to me.

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The #1 Way to Motivate Your Sales Team

I used to look at my Sales Team and then stress myself out, wondering what I could be doing better to keep them motivated. I used to lose sleep over it. Then I learned a golden rule that changed everything for me. In turn, my hiring improved, sales activity improved, and sales were on the rise in a dramatic fashion. The golden rule:

THE NUMBER ONE WAY TO MOTIVATE YOUR SALES TEAM IS TO NOT MOTIVATE YOUR SALES TEAM

The day I learned and fully understood that human beings cannot be motivated was one of the best days of my life. A weight was lifted off my shoulders. I didn’t have to lay in bed anymore wondering if I was doing everything I could to make “James and Katie” work harder and want to crush their goals. The human behavior behind success, drive, and achievement all became very clear to me.

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Sales People — Top 6 Reasons You are Failing

This probably isn’t the first time you have heard this terrifying, almost never failing statistic, “The top 20% of the salesforce produces 80% of sales.” In every single organization and team that I’ve managed, consulted, or witnessed this statistic has proven true. It’s not a theory, it’s not a myth, and it’s not a tagline to beat down on under producers. It’s simple math.

If you manage a team of 20 salespeople who end up doing $30 million in revenue this year your top 4 salespeople will most likely close about $24 million.

This leaves the other 16 (bottom 80% I call them) only bringing in about $6 million. Over my career the more and more time I spent working with, training, and coaching people who aren’t yet in the top 20% the more I learned about them.

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Monday Checklist to Guarantee Success

We only get 52 weeks in a year to crush our goals and make those vision board magazine cutouts a reality. We can’t afford to waste a single one of them. So, here is a fool proof Monday checklist to live by to guarantee you are staying ahead of the game and the competition. You should be running your life — your life should not be running you.

  1. Don’t touch the snooze — Sometimes good habits take massive action. You probably allowed yourself some extra sleep over the weekend which is fine. But, don’t let that morning “laziness” bleed into your week. Make a commitment to not touch that snooze button on Mondays to reset back to the early morning habit that may have been lost over the weekend.

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How’s Your Referral Game? 4 Steps to Doubling Your Sales

I got some good advice a while back from a fellow business owner. He told me that I should step back at least once a month and really analyze how my company is doing from 10,000 feet. Am I in the right market? Am I attacking the right customers? Am I sticking to my values? What have I learned from the last month? Well, yesterday was one of those days. I spent most of the day reflecting on all the customers that I’m servicing and where they came from. I figured if I can reverse engineer every one of those sales cycles surely I can rinse and repeat to double or triple the business, right? Here is the biggest thing I learned, and probably the best advice I can give to any company or sales person who is looking to increase sales!

REFERRALS, REFERRALS, REFERRALS, REFERRALS, REFERRALS

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The 5 Myths of How to Compensate Your Sales Team!

I often times find myself in conversations with Business Owners and Sales Leaders on the topic of sales compensation. What’s that perfect balance of commission % that will keep these sales animals salivating at the prospect of bringing home that extra bacon? Why do these sales people seem to still do average work when I’m paying them the base I’m paying them? When I was a sales person early in my career I made peanuts and still worked my tail off — what’s wrong with these kids today? Trust me, I’ve heard it all. Below is an attempt to help you out with some of the myths that you probably believe about the proper way to comp your sale team!

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4 Signs That Your Sales Culture Has Rough Waters Ahead

Show me around under the hood of a company’s sales culture, and I’ll tell you exactly how successful (or unsuccessful) they are going to be. Of all that it takes to build a booming Sales Team, there is not a single thing that compares to its CULTURE. “What is Culture?” you ask. Culture is the core personality of an organization. It is that which defines the environment in which employees work, how they behave, and why they do what they do. Here are four easy to detect signs telling you that your Sales Culture is in for some rough waters:

1 — You’re getting average performance out of your team — Without a successful sales team no company can survive.

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8 Things to Remember When Leading Top Performers

I’ve always tried to spend most of my time analyzing, speaking to, or with people who are top producers in what they do. While their are a ton of tactical takeaways in how they do their work, there is just as much to learn in what great managers and leaders do to help push these folks to continue producing at a peak level. Next time you’re preparing for a quarter review or weekly meeting with one of your top players keep the following in mind:

  • They’ve earned a healthy level of freedom — don’t be afraid to give it to them

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Stop Selling and Start Solving

I read an article recently that right behind the fear of public speaking and heights, but before spiders, needles, and snakes is the fear of SALES PEOPLE! Yes, you heard that correctly. The average salesperson has gotten so bad and so annoying that people have actually become AFRAID of you.

WHY, you ask? If I had a dollar for every sales person I’ve interviewed who answered my “why do you want to be in sales?” question with, “I’ve just always been a people person” I’d be writing this article on my yacht.

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3 Ways To Avoid the Quarter End Panic

Quarter end is the week in every commission driven employee’s calendar that determines how big (or small) that bonus check is going to be next month. How all the numbers end up at the of this week determines if your Spring vacation will be spent road tripping with the relatives for a big day at Six Flags or sipping on margaritas on a catamaran down in Cancun. It’s stress. It’s a grind. It’s mayhem. It’s the Quarter End Panic.Quarter end is the week in every commission driven employee’s calendar that determines how big (or small) that bonus check is going to be next month. How all the numbers end up at the of this week determines if your Spring vacation will be spent road tripping with the relatives for a big day at Six Flags or sipping on margaritas on a catamaran down in Cancun. It’s stress. It’s a grind. It’s mayhem. It’s the Quarter End Panic.

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The Foundation of a Sales Team That Wins!

The market is as competitive as it has ever been, and the demand for our Sales Teams to consistently win is greater than ever. As leaders, one of the most important things you should consistently have a pulse on is whether or not your team’s foundation is strong enough for your team to grow and scale.

Here’s a checklist as a reminder to the foundation of a Sales Team that wins:

Hire To Win

If you can’t attract and hire A Players then you don’t stand a chance to survive out there. Just as great athletes want to play for great coaches and programs, top sales people want to work for great managers and exceptional companies. Now, this does not mean you have to have a world recognized brand or be the largest company in your industry.

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