E2: 8 Trade Sales Leadership Mistakes In Your Sales Process That Kill Sales Growth & Results: Sales, Leadership, Trade

In today's episode, Ben talks about the first stage of the sales process: lead generation. He uses a baseball analogy to explain the five steps of the sales process: getting to first base (lead generation), meeting and greeting, building a great first impression, and closing the deal.This episode introduces the Three Box Model, a metric used to measure success in sales. The model consists of three boxes: the first, marked in red, representing the number of people interested in the product or service met in a given month; the second, marked in yellow, representing the active pipeline of quotes in units or value; and the third, marked in green, representing the business won in a given month. This model is a simple, tried and tested way of measuring lead generation and is used by successful salespeople and teams.The episode focused on lead generation and how to get sales teams to focus on generating their own leads and learning how to hunt. To help with this, the speaker proposed eight options that leaders of sales teams or businesses can use. These include: setting clear expectations, establishing processes and metrics, introducing a three-box model, providing sales training, encouraging collaboration, leveraging technology, creating incentives, and rewarding success.0:00:00 Intro0:01:02 Recap of Previous Episode0:02:40 First Stage of the Sales Process- Lead Generation0:03:50 Lead Generation Strategies: Introducing the Three Box Model0:006:43 The Red Box (Customer Visits)0:03:01 Lead Generation Strategies: Introducing the Three Box Model0:07:23 Eight Strategies for Generating Leads and Focusing on Customer Visits0:07:32 Set and Agree Target Market and Target Lead Generation0:08:25 Build a Culture Where Networking is a Norm0:08:55 Regular Brain Storming Sessions0:11:44 Targeted vs Specific Lead Generation0:13:46 Data Collection0:14:47 Qualification0:15:34 Internal Allocation0:16:07 KPI’s on Contact0:16:30 Lead Generation Being Omnipresent0:17:03 Recap0:18: 54 Health and Fitness Tip0:21:20 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.