It’s been a great first day at Outbound 2019. I signed up for the VIP Experience at Outbound which gave me priority access to today’s workshops (Tuesday), the core conference Wednesday and Thursday, and then more VIP workshops on Friday.
You are probably wondering why I used a picture of my collie - Frankie - trying to sneak away with a carrot in his mouth. Read on.
Today was led by three amazing sales gurus and bestselling authors, Anthony Iannarino, Mark Hunter, and Mike Weinberg, and participants included sales leaders as well as individual contributors. For today’s workshop, the moderators crowdsourced topics to focus on. These included creating highly effective emails, building a prospecting machine, hiring and firing, team composition, promoting individual contributors to sales managers, managing activity levels, and setting up a sales organization from scratch.
Today’s most important takeaway: It’s all my fault when things go wrong
Today’s important takeaway came from Anthony Iannorino. He said it once, then throughout the afternoon he did what I like to call “Rinse. Lather. Repeat.” He stated, “When things go wrong in your sales organization, and if you’re the leader, it’s all your fault.” Either you let them get that way, or, if you inherited them, you did not foster a new culture, did not coach them up or out, nor did you demand from your leadership team the support you require to right the ship.
You can’t blame your salespeople when sales are going wrong. You can’t blame your superiors when sales go wrong. You can't blame your marketing or product team when your sales go wrong. And you can’t blame anyone except you if you join a company that’s so dysfunctional that you - as the sales leader - are not empowered to hire and fire, or improve culture, organizational structure, training, up-skilling and leading indicator KPI attainment to drive performance.
After that massive smack in the head - the come to the greater being up above us type discussion - Mark, Mike, and Anthony took it down to a 5,000-foot level.
The role of the sales leader is to:
Mike, Anthony, and Mark shared so much amazing insight and information today. I will keep posting the material that resonated with me, including how to hold a great sales team meeting, the only questions you should be asking during your 1:2:1’s, and the ten-minute interview.
I will also dive deep into other topics that really get me fired up:
Below are links to books written by Mike, Anthony, and Mark that I bought well before coming to Outbound. All are amazing.
The Lost Art of Closing by Anthony Iannorino
Sales Management Simplified by Mike Weinberg
High Profit Prospecting by Mark Hunter
PS: Why the photo of Frankie with the Carrot? Because I like it. It reminds me of great salespeople who have no fear.
An entrepreneur at heart, I am an experienced, innovative and multi-functional leader in B2B information, SaaS, digital media, and event businesses. I love everything about sales, sales tech, sales process improvement, sales training and coaching. I am also passionate about events, marketing tech, and youth entrepreneurship. Random. But it all makes sense to me.