Tim Jernigan's Posts

5 Apps That Make You a Smarter Sales Rep

Apps for Smart Sales Reps

Successful sales reps are always learning, and they can’t afford to slow down. At the same time, it’s tough to balance your education with a busy schedule.

 

Between hours on the road and in sales meetings, you don’t have much time left to devote to reading, studying, and researching. Luckily, there are mobile apps that can make you a better sales rep in minutes.

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From Sales Rep to CEO (Podcast Recap)

Truth about sales and selling

 

Steve Benson, Badger’s CEO, sat down with Brian Burns, host of “The Brutal Truth About Sales & Selling” podcast to discuss his journey from outside sales rep to CEO.

What’s your sales backround?

I started at IBM and went through a year long sales training program. They partnered new reps with grizzled veterans for a year, so you could see how the professionals operate. It was a great experience. I feel like every new sales rep should get that kind of guidance because it’s a daunting career, especially at the beginning. I mostly sold b2b services with IBM.

My next job was with Autonomy, a data management solution company. Then I worked at Google for 4 years selling Enterprise software. I was Google’s top sales rep in revenue, I even sold the Enterprise version of Google Maps. My experience in sales, particularly at Google, gave me the idea for Badger Maps. I realized that the toughest obstacles for sales reps were geographical and organizational, so I developed a solution for both.

 

What was it like going from sales rep to CEO?

The sales team is undervalued. People don’t realize how important sales reps are for a new company. If you have sales firepower, you can get the product in front of more customers and get valuable feedback. It’s common for startups to invest resources in building the wrong thing, which happens when you aren’t in front of customer. Your sales team is a direct link to your most valuable resource, your customer. That’s the most important lesson I learned transitioning from a rep to a CEO.

How did hiring salespeople change your view as a salesperson?

It taught me to trust who I hire. I don’t jump in on deals unless they need me. I had a great manager at autonomy who taught me how do do this. He could jump in on any deal, hit the ground running, and get you past the hurdles you were facing. Then he would hand it back off so you could learn on your own. I try to channel that with my reps. It’s not about doing the job for them, you show them how to unstick the deal without taking it over.

What do you look for when you hire salespeople?

Sales is one of most complex jobs. You need a varied skillset; communication, organization, presentation, the works. Not to mention, you need to be great with customer interactions and have a geographic mind. Your whole career can be made or broken by geographical ability. You need to be able to build great relationships and be a great listener.

That’s why it’s harder to interview salesperson than anyone else. They’re great speakers, which sometimes disguises actual ability. Being good in a past environment doesn’t mean you’ll be good in a new one. On the other hand, the best reps don’t always have best track record. There are biases in hiring that cloud judgement. The most important things to know about a potential sales hire are:

  1. Do they understand how companies buy?
  2. Are they coachable?
  3. Are they aggressive?

If someone has an understanding of how sales work, a willingness to learn more, and the drive to not give up – they’ll definitely be successful.

What are major red flags for unsuccessful reps?

It’s hard. You need to trust your reps and your team as a whole. Sales are volatile. The fewer deals you need make for your quota, the worse your numbers look. It’s important to understand each of your reps on a personal level. Are they giving a consistent level of effort? You need to judge your team on the reality of their effort, not the sales cycle.

Any advice for b2b sales reps?

B2B sales will always be in demand. It’s a great career with lots of entry-level jobs. Sales run companies, sales reps will always be in demand. Field sales is going to be one of best careers for next 20-30 years. It isn’t automatable or outsourceable. Dentists don’t know about new teeth cleaners, they need sales reps to stay informed on updates in the market.

What’s the value in a quality sales team?

Opportunity. Great salespeople create opportunity for your company, if you give them the tools to succeed it’s always worth it. It’s the same core value of Badger. Badger gives you more time to meet customers and sell product. We lower the opportunity cost of doing business, just like a great sales team. The biggest mistake is to choke your sales team and their resources.

That’s rare to hear from CEO, and I think it comes from the fact that you’ve been in their shoes.

It’s tough to be a coach if you’ve never been a player. Selling to salespeople gives us a unique perspective into sales organizations. We gain insight into the day-to-day reality of the sales rep, which management isn’t always connected to. You can’t manage from a sales sheet, it’s an art and a science.

Who is your ideal customer/candidate:

The field salespeople. If you do 3 meetings a day, we help you get the 4th. The busier you are, the more we help you.

You can start a free trial of Badger today to see how it will help your sales team

 

Focus on the Moment (Podcast Recap)

Focus on the moment

 

Full podcast available here

The IA Path is a podcast dedicated to Insurance Adjusters. Our CEO Steve Benson had the chance to sit down with the host of the IA Path, Chris Stanley, to discuss his start as an adjuster and the value Badger creates for the industry.

Why should an adjuster/salesperson use your product over something free?

We’re built on top of a free product, but Badger was created with the professional in mind. People who need to manage accounts or claims in an area can do so much more easily with Badger than with Google Maps alone. Continue reading “Focus on the Moment (Podcast Recap)”

How to Beat Your Q4 Quota (Webinar Recap)

Badger Map’s CEO, Steve Benson, joined Ringcental’s Director of Sales Operations, Bill Dolby, in a webinar with KnowledgeTree. KnowledgeTree’s Vice President of Marketing, Peter Mollins, asked the two sales veterans – “How do you beat your Q4 quota?

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How to Enable A Mobile CRM Solution for Microsoft Dynamics

Badger Maps, Dynamics Mobile Solution

 

Microsoft recently released Dynamics 365, a “smart” suite of business applications that enhance the Dynamics CRM. Dynamics is already a groundbreaking CRM. It’s extremely flexible and delivers accurate data no matter how complex your business processes are. With this new AI functionality, dynamics will learn and optimize around your data – including the work schedules of your employees. Investing in Dynamics has obvious benefits, but does your sales team see them? Continue reading “How to Enable A Mobile CRM Solution for Microsoft Dynamics”

How to Choose the Perfect Sales Force Automation System

Sales force automation system

 

Managing a sales team can be a series of hurdles. Every time you overcome one problem another is waiting up ahead. This is especially true with large sales teams, where small issues are difficult to catch and tend to snowball into large problems. A sales force automation system is the perfect solution to deal with this.

Reporting sales activity, following-up with prospects, and staying organized are the pillars of a successful salesperson, but they’re often overlooked. You know the processes your team should follow, making them stick is another story.  

A sales force automation system is designed to overcome those hurdles for your team. It manages and organize various functions of your sales team, automatically.

If your team could benefit from improving any of the following areas, consider adopting a sales force automation system to handle the hurdles for you.

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Be Less Productive (And More Effective)

Productivity takes mindfulness

In the fast-paced sales world, there are many tasks that pile high on your desk on a daily basis. Ploughing through them systematically may appear (on the surface) to be a productive activity. But actually, much of the work could be hindering your ability to sufficiently prioritize and sell effectively.

When it comes to selling, it’s not the number of calls you’ve made or the amount of paperwork you’ve managed to complete, but the quality of the results you’re achieving that matters. After all, only a certain portion of your sales will ultimately close, so your job is to focus on closing deals, not just working really hard.

Here are some ideas that may help you do less, but be more effective:
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Defining Your Sales Process

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What type of business are you? The sales process for a B2B company is different than a consumer-facing business. Leads are gathered differently, there are more decision makers, and a distinct form of product knowledge is required for each. Understanding what type of business you are is the first step to becoming a better business. Your sales process defines how you sell your product to your customers.

Your sales process will generally follow this format:

 

Lead Generation – Finding your customers, or helping them find you. This might be accomplished through cold calling, advertisements, inbound marketing, or other forms of lead generation.

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What Pokemon Go Teaches Sales Managers

Pokemon Go

Motivation

Keeping a sales team motivated is difficult. Maybe you’ve seen this before: a team that starts the month out strong, loses focus in the middle, and scrambles to hit quota at the end  That’s a common symptom of being disconnected from sales goals.

Reps who aren’t connected to their goals lose motivation. “Lazy” reps are usually just bad with time management. They don’t have an active connection to their goals, or a visual way to understand them, so they lose focus more often.

Continue reading “What Pokemon Go Teaches Sales Managers”