Data may drive innovation, but what data are right for optimizing sales operations? JM Wilke, Head of Sales Operations at Qualia, has a good idea. While revamping Qualia’s enterprise sales team, JM developed a simple process for training low performers to demo like high performers.
JM gets in the weeds on the subject — and why feature-dumping is a rookie mistake — in her conversation with Jeremey.
As much as you can, keep the same core process across all the business units. So no matter what, whether it’s building a new, more transactional business unit — like we recently did — or it’s rebuilding this enterprise unit, or revamping SMB, having a similar process.
Listen below to the entire podcast episode or on Apple Podcasts here.
If you have a passion for the art and the science of sales, are looking to further your career, or just want to hear some great, practical tips, ‘Hey Salespeople’ is the podcast for you. Subscribe so you can follow along as Jeremey interviews the brightest minds in modern sales to bring you immediately actionable advice. Listen and subscribe here.