30 Minutes to President's Club | No-Nonsense Sales #283 - Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong)
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Apr 11, 2024 Adam Ochart, Manager of Commercial Sales at Gong, shares tips on turning pressure into productivity for happier reps. Topics include the importance of using pressure to motivate reps, avoiding repeating questions, and the benefits of pre-prep and game planning. The podcast also discusses empowering sales teams through 'popcorn learning' and resourceful problem-solving, guidelines for sales call participation and managerial roles, empowering sales reps through mistakes and support, and maximizing sales performance through a structured discovery framework.
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Popcorn Learning
- Use "popcorn learning" to make training more engaging and effective.
- Have reps take turns role-playing, switching every few sentences to keep everyone focused and offer diverse perspectives.
Forced Problem-Solving
- Encourage "forced problem-solving" by withholding answers.
- Challenge reps to find solutions independently, promoting resourcefulness and learning.
The Connector Manager
- Being a "connector" manager significantly boosts productivity.
- Connect your team with internal and external resources to facilitate problem-solving and efficiency.