Sales Transformation

This episode of the Sales Transformation Podcast with Collin Mitchell features Salescast’s very own Head of Community, Amy Hrehovcik. Amy talks about her own sales journey, and gives us her insight about hyper reliance on dashboards and why sellers need to revisit the Pareto Principle. She also shares her experience on building communities from scratch and what it takes to do successful reach outs.

Amy, who also hosts the Revenue Real podcast, talks about how podcasting is a critical skill to learn for today’s sellers, and how the platform can help you keep abreast with the ever changing world of sales.

Show Notes

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HIGHLIGHTS

  • From macrame bracelets to financial literacy for kids and moms 
  • A good reach out entails a deep understanding of the community
  • The problem with aggressive use of dashboards
  • Hyper reliance on activity metrics can be detrimental
  • Sales leaders need to look beyond the top line revenue
  • Remember Pareto's Principle 
  • Podcasting as a critical skill for sellers 
  • Sales is always changing
  • Wait for your results and don't quit too early

QUOTES

Amy: "Aggressive use of dashboards, I think the first and biggest one is not focusing on effectiveness and a hyper reliance on activity metrics as opposed to effectiveness is a massive mistake. I think that we do not do a good enough job as a profession differentiating between those that are applying effort to change and grow and develop and maybe not getting the results, versus those that are applying no effort at all."

Amy: "You are going to get 80% of your results from 20% of your activities. Your job, especially at the beginning, is to identify what those 20% of your activities are so that you can both do more of them and stop doing the things that are not working."

Amy: "There's a million reasons why we're burning through sellers mental health-wise. But focusing on activity for activity's sake, without the connection between the results and not teaching people how to make these decisions for themselves, this is a big part of that problem." 

Collin: "There's a lot of waste. We're coaching on the wrong things. Because a lot of the coaching is around how to focus, how to do more of the activities that are not the majority of the results. You got to know what are those things that are gonna get the majority of the results and coach around them."

Amy: "We've done ourselves a tremendous disservice with these turnkey dashboards. When we're just able to just turnkey buy a dashboard and integrate it into Salesforce, we've lost the principles of these numbers."

Amy: "Sales is always changing. The way that buyers are buying is always changing. Are you?"

Amy: "Everything works and nothing works. You just have to do it long enough in order to give your results enough time to come in. So don't quit too early. And that goes for podcasting too."

Learn more about Amy in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

What is Sales Transformation?

Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Kevin Warner, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies.

Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success.

With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Kevin Warner also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights.

So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!