Dan And Lisa Nausley

Our training is not about just exposing you to and making you aware of successful sales techniques and strategies. Training should condition you through repetition to act and react in certain ways. This conditioning becomes a way of life based on rules, principles, and systems developed to ensure your success.

One of the mistakes that we see often with leaders of OOH sales teams is that they spend an inordinate amount of their time working with the team members that are not performing at an acceptable level.  Sometimes spending as much as 75% of their time on the weakest performing salespeople.  Trying desperately to raise the bar on their performance, often they will by in large neglect interactions with the high performers on the team.

‍It may sound counterintuitive to not focus all your efforts trying to improve the reps who have the most opportunity for improvement.  However, think of it this way. If you have to lose a salesperson, who would you rather see go?  The high performer or the one that never seems to come close to reaching the minimum level of production you expect.  The most valuable investment you can make in your salespeople is your time, your attention, your guidance and your coaching.  
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While we are not suggesting that you shouldn’t work with and spend time with the under performing reps, we must avoid at all costs the perception that the only way to get your attention is to under perform.

Let me throw a couple of statistics at you that will blow your mind. According to a recent study conducted with hiring managers…

1. 92% of hiring managers polled could not specifically describe what characteristics/attributes would be required for a new hire to be successful in the role they were hiring for.
   
   
2. With the benefit of hindsight, those same hiring managers were asked what percentage of the new hires in the last 5 years would they confidently describe as “best fit” hires for their roles. Their answer? Less than 15%

How can you find the best candidates for your sales position if you don’t really know what you are looking for? I hear far too often that the owner or sales leader is looking to hire experienced salespeople. Awfully hard to do in most markets…dang near impossible in a lot of markets.

For the sales leader, coaching our team requires something from us that is not as natural to most: deep, empathic listening.

As a manager, your core responsibility is to empower your team to consistently excel and enhance their performance. Regular meetings, coaching sessions, and in-house training are integral components of your strategy.

The new year is here! With that inescapable reality in mind, consider the following strategies you can use right now to ensure that your business is positioned for maximum growth.

Setting goals is just the beginning. The real test lies in our commitment to taking actionable steps. Reflect on your life, both personally and professionally. Where are you merely "trying" instead of wholeheartedly committing? The distinction between the two can shape the trajectory of your personal and professional life in the year ahead. Remember, in the words of Yoda, "Do. Or do not. There is no try." May 2024 be a year of unwavering commitment and accomplishment for us all.

As we wrap up a robust 2023, we're actively engaging with our clients, guiding them through comprehensive goal-setting exercises to position themselves for success in 2024. For sales professionals, understanding our driving force is crucial. What are we personally aiming to achieve? Clarity on meaningful personal goals enables charting a course for success – after all, one can't hit a target they don't have!

There are certain foundational aspects that must be in place if your OOH company is going to be as highly effective, efficient, and as profitable as it can be.  One of those things, in my opinion, is to have a culture of accountability.  In our 40+ years of running media companies, training, coaching and providing executive coaching we have NEVER seen a company realize its full potential without a culture of accountability.  

Many of our clients have heard me tell the story of one of the great mentors I’ve had in my career.  I still talk to him several times a year… and have for the last 40+ years! He had such a deep and profound effect on me that it would be impossible to overestimate his value in my life…professionally and personally.