Coach with the Right Questions to Hit Quota with Kris Hartvigsen

Mar 18, 2022

Ask episode

Chapters

Transcript

Episode notes

This episode of the Live Better Seller Better Podcast features Kris Hartvigsen, CEO and Founder of Dooly. Kris shares his wisdom as a sales leader on how managers must be present to coach reps.

By empowering reps with the tools they need, guiding them, and roleplaying, reps enter calls confidently as subject matter experts to close deals.

Kris discusses that managers must also be aware of what questions their reps are not asking since this comfort zone may be what is limiting their success. He also shares his 5:01 Challenge which gives you back your time to live your own life.

HIGHLIGHTS

Work back the numbers to strategize how to hit your quota
Deal prepping increases your credibility on the call
Avoid happy ears by validating where you are in a deal
Context switching wastes valuable time
Recognize a rep's strengths to overcome struggles

QUOTES

Kris: "How many small, medium, and big-sized deals do I need to get in order to get there? Where am I going to have the most success? Where have I seen the most success? What are my core strengths? I think it's also really incumbent upon the rep to ask or at least request of the business the things that they think they need to be successful."

Kris: "Every time that you say 'I don't know' or 'let me get back to you' to a prospect, you have a moment where maybe you're earning their respect because you haven't told them a BS story, but you're also limiting your ability to be the credible person on that call."

Kris: "Every single time you context switch, psychology will say this, it takes you between 3 and 5 minutes to get yourself back into your super focused mode. So if I need to context switch between my 8 actively used tools all day everyday, every single time I'm doing that 3 to 5 minutes, that's a lot of time you're chewing up."

Kris: "Look at how they're commenting on their deals. Understand the different things that they're learning and figure out where the gaps are. Figure out the questions they're not asking. Oftentimes, that's where the real magic lies."

You can find out more about Kris in the links below:

LinkedIn: https://www.linkedin.com/in/krishartvigsen/
Twitter: https://twitter.com/KrisHartvigsen
Website: https://www.dooly.ai/