30 Minutes to President's Club | No-Nonsense Sales
180 (Lead): Steal Kyle Asay’s Sales Competency Framework to Produce World-Class Sellers
Dec 7, 2023
Sales expert Kyle Asay introduces his Competency Framework, emphasizing coaching and personal growth. They discuss tactics for closing pipeline and defining a great day. Topics include identifying and tracking sales competencies, sales training and coaching, the debate between connects and cold calls, and breaking the bad habit of data-driven decision making.
32:51
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Quick takeaways
- Implement the Good Day Framework to define clear expectations and goals for sales reps, focusing on high-value activities and holding them accountable for their performance.
- Break down specific competencies and micro-skills to identify areas for improvement, track a rep's progress, and develop targeted performance improvement plans.
Deep dives
The Good Day Framework and Accountability
Kyle AC introduces the Good Day Framework, a concept that focuses on providing clarity and accountability to sales teams. The framework encourages leaders to sit down with their reps and define what a great day looks like from their perspective, establishing clear expectations and goals. By defining and tracking these outcomes, such as the number of conversations and adding new prospects to the pipeline, reps are motivated and held accountable for their performance. The Good Day Framework ensures that reps are focused on high-value activities and not confusing busy work with productivity.
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