49 minutes | Sep 7th 2018

075: Accountability & Your Sales Team with Hamish Knox

“Prospects have their walls up. We need to bring those walls down before we can have the human to human conversation.” - Hamish Knox On this episode of The Pivotal Leader Gina Trimaco interviewed Hamish Knox, who plays an important role in Sandler’s worldwide organization and is a recognized business development expert specializing in executive sales consulting and sales productivity training. A dynamic, enthusiastic speaker certified in the proprietary selling system developed by David Sandler, Knox informs, entertains, and motivates leadership and rank-and-file sales teams to achieve their full potential. He heads a Sandler training center in Calgary. Podcast Topics Include: How to overcome the word “decision” in the selling process How to go right to the top of the selection making chain Sales and cold calls advice from Hamish: Why it’s so important to stay present and to always remember that it’s never about you Hamish’s point of view on accountability, especially as it relates to your sales team Strategies for implementing an effective and sustainable accountability program On accountability:“The leader has to go first.” How to create a leadership mentality in 20 minutes Why Hamish is known as the ‘behavior guy’ The sales role: “need to have” versus “nice to have” behaviors How to change behaviors and why “mom always wins” Tips for leaders to understand the feelings, personal goals and motivation of their team members Hamish explains Sandler’s “cookbook” philosophy Hamish’s perspective on our rising workforce and their interpersonal skills FULL SHOW NOTES
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