If You’re in Sales Development, You Must REPRESENT
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Ralph Barsi (Sales Dev. Director, Achievers) - If You’re in Sales Development, You Must REPRESENT Visit SalesHacker.com for more sales hacks, tips, and tactics.
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If You’re in Sales Development, You Must REPRESENT
- 1. RALPH BARSI @rbarsi in/ralphbarsi If You’re in Sales Development, You Must REPRESENT!
- 2. @rbarsi in/ralphbarsi PROFESSIONAL Sales career began in 1994 Built first Sales Development team in 2000 VP, AA-ISP Silicon Valley since 2011 Top 25 Inside Sales Professionals in 2014 RALPH BARSI Sr. Director, Sales Development PERSONAL Born and raised in the Bay Area Degree from St. Mary’s College Married 18 years, father of 3 boys Drummer for 40 years
- 4. SALES LEADERS “Raise your standards!” Manage revenue pipeline, as well as people pipeline • Sales reps are just that…reps -- they represent • Sales reps will one day become part of your alumni • Invest time with SDR’s (listen to calls, host power hours) • Host bi-monthly 1:1’s (must include personal stuff) • Host weekly team meetings (always assess RPM*) @rbarsi*Results, Purpose, Massive Action
- 5. SALES LEADERS @rbarsi Account Executives SDR’s Leaders Leaders pull teams forward Leaders influence & inspire Leaders add value & attract success Leaders continuously improve Leaders seek first to understand Leaders commit & communicate Leaders are servants Sales
- 6. @rbarsi SALES REPS “Live in the present!” Embrace the grind • Resolve to improve your game 1% a day • Personal network will plateaus, professional network grows • Master the role you are in right now; you’ll need these skills • Study your craft (Hint: TV won’t teach you) • Learn as if you need to teach someone else • Hustle until you no longer have to introduce yourself
- 7. @rbarsi CONTINUED EDUCATION Absorb the lessons in this book Wooden on Leadership By Coach John Wooden http://bit.ly/WoodenBook Hear the wisdom in this talk Candor in the Workplace Jack Welch at Stanford GSB http://bit.ly/WelchCandor Learn how to lead in these videos Team Life Missions US Navy SEAL, David Rutherford http://bit.ly/SEAL-TeamLife Make professional connections Little Black Book of Connections By Coach Jeffrey Gitomer http://bit.ly/BookofConnections Watch how Salesforce does it Sales Prospecting Secrets Andy Scollan & Wallace Holland http://bit.ly/FilltheFunnel Read Why Sales Dev Matters A Proven Framework Craig Rosenberg http://bit.ly/SalesDevFramework
- 8. THANK YOU! @rbarsi in/ralphbarsi Remember, you GOTTA REPRESENT!