AI - Your Replacement or Your Edge? - Ben Rey - Coach2Scale - Episode # 054
In this episode of Coach2Scale, Matt welcomes Ben Ray, the Chief Revenue Officer at TeikaMetrics. Ben explores and debunks the myth that only one personality type is successful in sales, emphasizing the value of diverse skill sets and approaches. The conversation moves to changes in the sales profession post-pandemic, touching on the hybrid and remote work models, and their implications for team dynamics and client interactions. Ben shares his beliefs on personalized training, leveraging tools like DISC and Real Colors for effective team development.
Takeaways:
Personalize Your Approach: Leaders should focus on personalization in sales and coaching, going beyond just knowing names to providing relevant content and insights for each individual. It's not about the superficial details but about understanding the unique needs of each person and addressing them effectively.
Embrace Diversity in Sales Teams: Recognize that there is no single personality type that is successful in sales. Encourage a variety of personalities and backgrounds within your team to foster different strengths and approaches. This diversity will enhance the overall performance and problem-solving abilities of your team.
Adapt and Evolve Post-Pandemic Strategies: Post-pandemic, hybrid working models are here to stay. Leaders should be flexible and consider the unique needs of each role when determining remote versus in-person work. Some tasks are more efficiently completed remotely, while others benefit from in-person collaboration.
Leverage AI Tools: Use AI to streamline administrative tasks, enhance research, and improve communication. For example, using tools like ChatGPT to analyze call transcripts and identify potential leads can save time and improve efficiency. Those who adopt AI will have an edge over those who do not.
Enhance Accountability: Commit to a high do-to-say ratio—doing what you say you will do, by the time you said you would do it. This builds trust within the team and ensures that everyone is working towards common goals with reliability and consistency.
Promote Holistic Development: Encourage your team to balance all aspects of their lives. A team member performing well in personal life will likely perform better in their professional role. Support employees in pursuing therapy, personal development, and wellness programs if necessary.
Use Personality Assessments Effectively: Implement tools like Real Colors or DISC to understand your team's diverse personalities. Customize coaching and training methods based on these insights. For example, knowing who excels in specific parts of the sales process allows for targeted improvement and better results.
Quote of the Show:
- “I think multiple types of people can be successful in sales, how they're wired might be different, but that is not a factor that would deter you from being successful.” - Ben Rey
Links:
- LinkedIn: https://www.linkedin.com/in/bencrey/
- Website: http://www.teikametrics.com/
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