30 Minutes to President's Club | No-Nonsense Sales

242 (Lead) 5 Steps to Become the Sales Leader That Inspires Your Team (David Priemer, Cerebral Selling)

Aug 22, 2024

David Priemer, a sales leadership expert and founder of Cerebral Selling, shares insightful strategies to empower sales teams. He emphasizes the importance of delegating tasks to foster leadership among reps and encourages transparency about changes like quota adjustments. Priemer also advocates creating a safe environment for honest forecasting, introducing clear execution examples, and establishing structured training for new hires. His experience at Salesforce and Influitive shapes a compelling discussion on mastering effective sales leadership.

39:50

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David Priemer

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Quick takeaways

Delegating regular tasks to sales reps fosters leadership development and reduces the burden on sales leaders, promoting a collaborative environment.

Being transparent about significant changes, such as quota increases, helps teams understand and adapt to shifting expectations effectively.

Deep dives

Step-by-Step Cold Calling Mastery

The new book on cold calling offers a comprehensive breakdown of each part of the cold calling process, aiming to make it more manageable for sales professionals. It provides explicit guidance that equips readers to approach cold calls with confidence, knowing exactly what to say and do at each stage. The inclusion of practical tips is designed to ensure that even those with little prior experience can succeed. This structured format encourages mastery of skills essential for effective sales communication.

Embrace Transparency for Enhanced Accountability

01:20

Defend Your Forecast

01:33

Leadership Requires Visibility and Feedback

01:15

Intro

3min

Enhancing Sales Forecasting and Team Accountability

2min

Mastering Sales Leadership

7min

Accelerating Sales and Fostering Team Support

2min

Strategies for Sales Forecasting Success

7min

Establishing Standards and Effective Sales Training

3min

Empowering Coaching in Sales Teams

9min

Effective Sales Leadership: Structuring Meetings and Onboarding Reps

2min

FOUR ACTIONABLE TAKEAWAYS

Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload.
When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for.
Be transparent with your team about the reasons behind significant changes, such as quota increases or territory shifts, to help them understand and accept the decisions.
Create a safe environment for reps by making it acceptable to forecast low numbers if that’s the reality, with categories for worst-case, most likely, and best-case scenarios.

DAVID'S PATH TO PRESIDENT’S CLUB

Founder @ Cerebral Selling
Vice President of Sales @ Influitive
Vice President Commercial Sales @ Salesforce

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30 Minutes to President's Club | No-Nonsense Sales

242 (Lead) 5 Steps to Become the Sales Leader That Inspires Your Team (David Priemer, Cerebral Selling)

Episode guests