Get a Your Sales Reps Closing Deals

About this video

Dan Martell shares four strategies to ramp a new salesperson to quota faster. First, filter before hiring: check motivation and whether the person’s own five-year picture aligns with the role, look for positivity to survive rejection, run a test project or simulated call with objections, and use a personality/profile assessment as another data point. Second, train continuously with a bought or licensed program and a do-learn-do-learn rhythm, fixing one aspect of the call at a time, recording calls for the playbook, having top reps teach what worked, and paying reps to read sales books and report back. Third, measure with a per-rep scorecard: win rates by product/SKU and customer segment, shared weekly or daily, with a leaderboard for positive peer pressure. He notes founders should discount their own close rate by about 20% to set a fair target. Fourth, coach through weekly one-on-ones reviewing three good and bad calls, focusing on one improvement for weeks, and using tools such as Gong and Refract.ai that categorize calls and surface talk ratios. He closes with his Rocket Demo Builder, described as a nine-box talk framework, and a goal of getting a rep to 80% of quota within 60 days when the process is structured.

Key takeaways

• Filter for motivation, positivity and fit using a test project and a profile assessment before hiring
• Train in a do-learn-do-learn rhythm, fixing one part of the sales call at a time rather than many
• Record calls, build them into a playbook, and reward reps for reading and summarizing sales books
• Measure each rep’s win rate by product and segment on a scorecard and leaderboard, weekly at minimum
• Coach weekly one-on-ones on real calls and use call-analysis tools to give reps a feedback loop

Episode details: published March 30, 2020 · 12:22 long. Summary written by Self Growth Videos from the episode itself. Business results and any income figures mentioned are Dan Martell’s own claims, shared for education — they are not typical or guaranteed.

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