Cause and Effect: High Sales Turnover and Low Quota Attainment with Alex McNaughten

Today's sales industry faces significant challenges, chief among them being high turnover rates and a concerning trend of low quota attainment. A closer look at these issues reveals a deeper problem – a widespread deficiency in structured sales management and coaching. This gap in professional development is often overlooked, yet it has profound implications on the performance and retention of sales teams.

Can technology, specifically advances in artificial intelligence, help sales teams close these gaps? 

In this insightful episode of "Sales [UN]Training," host Kelly Riggs welcomes special guest Alex McNaughten, Founder & Co-CEO of Grw AI. The episode starts with a critical discussion on the persistent issues plaguing the sales industry - notably, the high turnover rates and low quota attainment among salespeople. McNaughten, with his extensive experience in sales and as a founder of multiple companies, offers an in-depth analysis of these challenges. He pinpoints the lack of proper sales management and coaching as key factors contributing to these systemic issues. McNaughten emphasizes that an overwhelming majority of sales managers receive no formal training in sales management, and a significant portion of sales teams lack regular sales coaching.

The episode then shifts to the role of technology in enhancing sales management. McNaughten introduces Grow AI, a tool designed to assist sales leaders in managing their teams more effectively. He explains how Grow AI's AI performance coach, Taylor, helps conduct weekly conversational one-on-ones with sales team members, providing insights and coaching feedback.

For those interested in exploring further, McNaughten can be found on LinkedIn and through his newsletter, The R Word, and the RevUp Sales Podcast. Visit Grw AI at www.grw.ai for more information on the technology discussed in the episode.

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Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. 

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by @dougbranson and Pod About It Productions