You got hung up on? Congratulations!

Let me just bottom line this bad-ass blog post for you guys. When reps are “scared” on the phone, this is what they’re scared of. Seriously. It is literally the very worst that can happen to them when selling on the phone. (Actually it would be a funny post to see what WAS the worst thing that ever happened to you when selling on the phone…let’s do that next!).

So my advice is, help this happen to them as soon as possible. In fact, put a contest around it and reward it.

It’s not EXACTLY like falling off a horse or throwing someone fully clothed into the deep end of the pool. . .but it’s the Factor 8 phone sales training equivalent. The rep who emerges on the other side? Total. Bad. Ass.

Watch the video for more details. Thanks for promoting bad-assery!

LB

PS – Last week I talked at the SalesHacker / SalesForce conference in New York City (holy humid you guys. I didn’t even sight see!). I talked a lot about the benefits of focusing on your reps’ introductions and helping them get on first base.

We’ve built our first Factor 8 “Training in a box” and I’d love you to check it out. It’s free, and it has step by step instructions on how to use all our free training tools to roll out training on better intros to your whole team. Give it to your trainer or a sales manager and send us your results! Here’s the link to get it: www.factor8.com/fixyourintros.

Only Bad-Ass Inside Sales Managers Will Coach

Did you know that one of the reasons your Inside Sales Managers aren’t coaching their Reps is that they, too lack confidence? Let’s peer inside the under-confident Manager’s brain for a minute:

“What can I teach him? He’s a top rep!” or,
“I’ve been at the company half as long as she has.” How about,
“Last time we tried to coach he pushed back so much. I’m not up for this today…”

Yes, even great Managers find it easier to answer the email, fix the report, and respond to the customer issue. So let’s promote some bad-assery with our front line Manager coaches. How? Just a few simple words:

“Your team is so lucky that they get your input on their calls.” Or
“Your reps really benefit from your insights. I love seeing you coach.”

Done. Bad-assery managed. Well done boss.

Are Your Reps Struggling With Confidence?

Confidence on the phone is critical, and it has to start immediately.  Like the moment you even utter your name.  When we hear Reps struggling with confidence during training, we use this silly tip to help them say their names like they MEAN it.  That’s right, like a BOSS.  What is it?  We attach the word “dammit.”

What?  Try it.  When you hear, “Hi, my name is Lauren??” like a question, call your Rep on it and challenge them instead to say, “Hi, my name is Lauren, DAMMIT.”  Then again.  Then louder.  Make them laugh and yell it!  When you’re sure they’ve got it, drop the dammit and see how it sounds.  Tell them that now they SOUND like the bad-ass they are.  Catch them doing it right later in the day and let them know how great they sound.

 

Challenge each of your managers to do this with one rep today and hand out rewards for the most improved.  The whole team can get in on cheering the Rep who’s most improved.

Get after it!  Promote some bad-assery today.

 

This is part 3 of our Bad-Assery Inside Sales Tips. Be sure to check out Part 1 and Part 2.

Inside Sales Is A Confidence Sport!

This is installment 2 of our (hugely popular) new series and it’s for Inside Sales Leaders.

This week catch your Sales Managers doing something right – namely being out of their desk and with their team.  Catch at least three people a day doing coaching, a huddle, leaning over a cube, driving energy or focus!  Walk up, high-five, and tell them that THEY are a bad-ass. 

I promise you’ll see lots more of this awesome behavior during the rest of the week.

 

Send YOUR tips for promoting bad-assery in inside sales to me, or leave it in comments.

Let’s get out there and build some sales confidence!

Like the bad-ass blog?  Share it to your network and leave us a comment!

Missed installment one of our bad-assert tips! Check it out here.

Inside Sales Leaders, Promote Bad-Assery

Yes, it’s a word. Well sort of. Shonda Rhimes made it so in The Year of Yes. And since this woman owns TGIT TV I’m going with it. But what does it mean to you and sales revenue? I’m glad you asked…

Promoting bad-assery is CRITICAL to inside sales. Bad-Assery is the practice of knowing and celebrating ones gifts and talents. It’s operating with swagger. With confidence – and as I love to say, Sales is a confidence sport. We all know our best call or meeting of the day comes off the heels of a GREAT one.

Promoting bad-assery is not just a word, it’s a movement. It’s a challenge – mine to you. Find little ways every single day to help your Leaders, Managers, and Reps feel like a well, you know.

How? Tune in for tips – and share yours. This is installment one of our Factor 8 Bad-Assery challenge. Let’s have some fun and together help our people feel great – and perform great at work.

P.S. Ready to move on to bad-assery tip #2? Watch it here.

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His stet corpora nostrum in


eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id. Duo ne liber primis, eu vel meis idque. Eum quis homero perfecto at, no vel quot probo. Mundi congue ei vel, ne vitae admodum noluisse ius, aeterno quaestio argumentum ut vel.His stet corpora nostrum in, eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id.

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