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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
3 Data-Driven Strategies for World-Class Sales Training
Successful sales leaders take time to uncover the gaps in their organizations and build sales development processes. Rather than relying on intuition, data-driven assessment as a precursor to sales training will study a team’s productivity and performance so leaders can truly understand the team’s competencies. You need to leverage the right data to design, implement and refine your sales training programs. This includes: Understanding trends driving how your sales teams are identifying and winning business. Using sales-specific assessments to know your sales teams’ strengths and weaknesses. Aligning with your organization’s critical sales metrics to determine which training content and methods will contribute to accomplishing those metrics. Read more in my column in the fall 2022 issue of Training Industry Magazine. Read now. (You can view the full issue here.) Does Your Sales Training Program Hit the...
Podcast: Relevant Examples are Key to Good Storytelling in Sales
What's your story? Storytelling in sales helps you connect with your prospects and clients. It brings a situation to life and helps someone connect with your product or service. Stories also give you credibility. Even if you are naturally skilled as a storyteller, it helps to continually learn skills to stay relevant. And, good news, if it doesn’t come naturally to you, it’s still a skill you can build and use successfully. I joined Paul Watts on this episode of the Sales Reinvented Podcast to talk all things storytelling in sales. Some highlights from the episode include: [0:55] Why storytelling is incredibly important [1:55] Can you learn how to tell stories well? [2:45] The 3 ingredients of a story that sells [3:59] Attributes of a great storyteller [5:18] Resources to improve your storytelling [6:13] Top 3 storytelling dos and don’ts [10:09] Involve your clients in your stories Please lisen below, and...
Podcast: How Modern Sales Skills Can Make You Standout
Modern sales skills can help you stand out. The modern seller is exceptional in their industry and knows what to do to add value to prospects, keep a full pipeline, and close more deals. But how exactly can we be Modern Sellers? In this episode of The Sales Evangelist, I joined Donald Kelly to discuss what makes modern sellers stand out in today’s market. Some highlights from the episode include: Three things a modern seller excels at. What you can do to become a modern seller. How to focus on building relationships. Please listen below, and be sure to subscribe for more great content from Donald and The Sales Evangelist podcast. For more information on how to become a modern seller, get my book, The Modern Seller. And catch me on more sales podcasts here.
Podcast: Sales Enablement Strategy Centers of Excellence
When you develop sales enablement strategy centers of excellence, you'll help your team sell more efficiently and more effectively. I joined Diane Helbig on this episode of the Accelerate Your Business Growth Podcast to discuss the importance of sales enablement. Some highlights from the episode include: [1:37] What is sales enablement? [3:30] Hiring and how to get the right people in the door. [7:15] What are the components of a sales leadership development program? [11:18] The right sales enablement structures and processes to help your sales professionals to be successful. [18:53] Processes and tools that will bolster your sales enablement. [21:10] The sales enablement best practices you need to know. [32:23] The importance of nurturing client relationships. Please listen below, and be sure to subscribe for more great content from Diane and Accelerate Your Business Growth. For more...
Bill.com, Franko on Award-Winning Business Development Webinars
2022 APEX Awards for Publication Excellence Since 2019, Amy Franko has partnered with Bill.com and the CPA Academy to produce popular business development webinars for the accounting profession. A recent series of four has been recognized with the 2022 APEX Award for Publication Excellence in the category for Corporate Communications / Education & Training. Webinar topics included: Four Pillars of Designing Your Firm's Growth Culture The Business Development Structures Your Firm Needs to Scale and Grow Business Development Skills of the Future (That You Need Today) The Firm Leader: Best Practices to Build High-Performing Teams (Click the titles to view each of the webinars on demand. Or go here to view upcoming sessions, as well as Franko's full archive.) This award-winning series drew nearly 3,000 registrants. Reviews have been highly positive. For example, “This was a fun presentation. I really...
Navigation: The Underused Sales Strategy You Didn’t Think You Needed
I was sales coaching and consulting with three different clients this week, and there was a recurring theme. Busyness often rules the day and we’re constantly shifting from one activity to the next, whether professional or personal. So much of our role as leaders (whether self-leaders or leading a team) is navigation. Navigating sales challenges. Navigating team challenges. Navigating our own mindsets. Navigation is an unspoken sales strategy, but if you master it, you’ll accelerate your results and do so with more satisfaction. How to Build Navigation Sales Strategy What are some of the ways we can build the navigation sales strategy into our everyday lives? Several of these ideas came directly from my clients, and I wanted to share them with you. Time for space and self-reflection. There’s a need for time to process and space to reflect. It might be reflection on our path, or processing the outcomes of...
8 Self-Leadership Questions to Reach Significant Goals
One of the most powerful ways to build better outcomes is to have clarity on our most significant goals. Self-leadership matters, because the way in which we lead ourselves directly impacts how we lead others, lead our companies, and contribute to the world around us. In this edition of Professional Performance Magazine, Amy Franko shares eight questions to help you deepen your understanding of yourself. She shares the spotlight as a guest contributor along with the likes of Oscar De La Hoya, Carley Fiorina, Alan Weiss, Zig Ziglar, and fellow Woman Sales Pro Meredith Powell. Read the issue. And to learn more about Professional Performance Magazine and subcribe, go here. Build Next-Generation Sales Leaders Through Strategic Sales Training Don’t let your competition get an advantage. We can help develop a strategic team of modern sellers and self leaders. Contact us to schedule a conversation...
Podcast: The Sales Metrics That Every Manager Should Be Tracking
One of my new partnerships is with Sales & Marketing Management's SMM Connect. I was pleased to join Paul Nolan on the SMM Connect podcast to share highlights from a webinar I presented recently with SMM Connect on the most important metrics for sales managers to monitor. Also in the interview, I discuss my shift from B2B sales in the tech world to starting my own sales consultancy. I also talk about how I go to market and how companies can be smarter buyers of sales training. Please listen in here, and be sure to subscribe for more great content from SMM Connect For more information on how to leverage metrics, read this article. And catch me on more sales podcasts here.
Self-Disruption: Netflix Sales Strategy and Training Leaders Lessons
Sales Training Needs to Lead the Self-Disruption Curve Netflix has been in the news recently as the once darling of streaming is now struggling to maintain its current subscriber base while also growing new subscribers. In a recent NPR piece, “Netflix Loses Nearly 1 Million Subscribers. That’s the Good News,” author Andrew Deggans writes of the “disruptor becoming the institution.” When a disruptor reaches that stage, it has become ubiquitous or has reached a growth plateau where it ultimately becomes a target for its own disruption. Innovation is at the heart of this conversation, where the key is to self-disrupt and create change while things are good, instead of chasing change once you have been disrupted. What can sales strategy and sales training leaders learn? There are several strategies Netflix can employ that can help sales strategy and sales training leaders stay “self-disrupted” and continue to...
Sales Training Strategies for Better Price Conversations
It’s no secret that supply chain and delivery challenges, rising inflation, and overall market volatility are driving conversations around fee and price increases. This conversation is impacting everything from current client agreements with long-standing relationships to prospecting opportunities with new relationships. Because this is a trend that arose quickly, most sales training programs aren’t equipped to handle sales skill development on this topic in a timely manner. This trend is also shining a light on strategic aspects of sales training programs (like selling on value and consultative selling) that are lacking and would benefit from a refreshed approach. This article provides sales training price conversations strategies for sales training leaders, sales leaders, and CEOs to help you successfully navigate fee and price conversations in the near-term and long-term. If you’re an individual sales...
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