Barbara Spector: The Science of Sales Training and Coaching

About Barbara Spector: Barbara Spector is the Founder of Smart Moves where she is an expert in sales force retention and development. She has a degree from Boston University, has been a guest lecturer at Syracuse University and is certified in over a dozen assessment methodologies.  She specializes in and speaks on helping the C-Suite make effective hiring decisions to accelerate their revenue. As a member of SHRM, ATD, AA-ISP, NAED, NAPW and the National Speakers Association, she has worked with companies such as Corning,  Merrill Lynch, US Bank, Citizens Bank, Woodruff Sawyer Insurance, Samsung, NEC, Raytheon, HCA & Sun Microsystems.  With over 20 years of sales success, she has been a multi-million-dollar producer in her own right and recently named the Woman of the Year by the National Association of Professional Women. Check out the latest episode of our Conversational Selling podcast to learn more about Barbara.

In this episode, Nancy and Barbara discuss the following:

• Challenges faced by sales leaders today.
• The impact of mindset on sales team performance.
• How to instill a growth mindset in sales leaders.
• Metrics used to measure the success of transformation initiatives.
• Barbara's approach to sales training and coaching.
• Traits defining high-performing sales teams.
• Barbara's perspective on the effectiveness of cold calling.

Key Takeaways: 

• Rome was not built in the day, and people don't change behavior quickly.
• It starts with the level of commitment that this is going to be something that everyone must get involved in.
• The reason that people say cold calling doesn't work, is because they haven't fixed what's going on between their ears.
• Many individuals have a need to be liked and loved.

"You know that expression, there's sort of an expression, the longer things go, the more things don't change. So what I mean by not changing is that the majority of sales forces that are out there are really very mediocre and a large reason why they're mediocre is because a lot of the sales managers and sales leaders were put in those roles out of being salespeople and they never quite made the psychological jump from being an individual contributor to being a somebody who has to produce results through people. So, they're so they are still functioning with it with their own sales mindset and then expecting their salespeople to do something differently. So, one of the biggest issues that I see is if we're going to help salespeople, we've got to first work with sales leaders and sales managers to kind of get their heads screwed on right in the first place." – BARBARA.

"So, if the person at the top accepts the excuses of the next person down on the run, that gives permission, so to speak, of that individual to accept the excuses of the people below him or her. So, we're seeing that a lot gets lost that could be taken care of because when we make excuses, we're losing control because we're pointing the finger sort of out there like they, it wasn't for the competition, if it wasn't for the economy, if it wasn't for the fact that, you know, that they were comparison shopping, whatever it might be. We need to be able to point our thumb at ourselves and say “I forgot to do something. I didn't, I wasn't as effective as I could have been”. And for managers, they need to be able to hear that and then respectfully confront the salespeople that they're managing so that the excuse making stops.” – BARBARA.

"Because we all know people buy, everything we do in sales has an emotional content to it. Whether we're selling or buying, it's all emotional, but we rationalize logically. So, if we can get people in sales to emotionally be connected to the amount of money that they're asked to make or that they want to make, makes a huge difference." – BARBARA.

 

Connect with Barbara Spector:

• LinkedIn: https://www.linkedin.com/in/barbaraspector/
• Smart Moves:https://www.smartmovesinc.com/

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