Summary

Jason Jordan, author of 'Cracking the Sales Management Code,' discusses the importance of focusing on the right opportunities and optimizing the sales pipeline. He emphasizes the need for sales leaders to coach their teams and highlights the value of consultative selling in certain industries. Jordan also shares insights on the different sales roles and the importance of aligning the sales process with the buyer's needs. A great day in sales, according to Jordan, involves productivity, winning deals, and impactful coaching.

Takeaways

• Focus on the right opportunities and avoid wasting time on bad deals or customers.
• The sales pipeline is a crucial tool that should be used to improve sales performance, not just for forecasting.
• Different industries and buyer needs require different sales approaches, ranging from consultative selling to transactional selling.
• Coaching is a vital aspect of sales management, and it is important to focus on coaching those who are receptive and coachable.
• A great day in sales involves productivity, winning deals, and impactful coaching.

Soundbites:

“The way you sell is dictated by the way the customer wants to buy.”

"The sales pipeline is the greatest tool a sales force has."

“Stop calling bad customers and stop chasing bad deals.”

Chapters

00:00 Introduction and Background of Jason Jordan

03:21 The Importance of Focusing on the Right Opportunities

06:23 The Role of Consultative Selling

11:27 Understanding Different Sales Roles

25:39 What Makes a Great Day in Sales?

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro