Driving Consistency as You Scale with Joe Young

In this curated episode of the Revenue Builders
Podcast, John McMahon and John Kaplan dive into a
discussion with Joe Young, the Vice President of Worldwide
Commercial Sales at Zscaler. They explore the challenges of
maintaining consistency in the sales process across different
teams and segments. Joe shares insights into how they align the
inside and outside sales processes, ensuring smooth transitions
and effective sales execution.


KEY TAKEAWAYS


[00:00:55] Consistency in Processes: Maintaining consistency in
the sales process across different teams and segments is crucial
for effective sales execution.
[00:02:32] Standardization Across Stages: Standardizing
fundamental sales processes across each stage ensures that reps
are equipped with necessary skills for smooth transitions and
quicker ramps.
[00:03:43] Focus on Key Needle Movers: Prioritizing key aspects
of the sales process, such as pain identification and champion
building, helps reps ramp more quickly into their roles.
[00:04:43] Establishing the Three Why's: Understanding the
reasons behind a customer's decision to buy—why buy anything, why
buy now, and why buy from me—lays the foundation for effective
sales engagement.
[00:06:33] Mapping the Sales Process: Mapping out the sales
process stage by stage helps maintain clarity and alignment,
ensuring that reps understand their roles and responsibilities at
each stage.


HIGHLIGHT QUOTES


[00:01:41] "Our job is promoting people... It's recruit and
develop the future generation of sales talent and sales
leadership at the company."
[00:05:09] "Regardless of what the qualification criteria is,
you've got to be able to scoop up those three big things."
[00:07:55] "If we do the right things in stages 1 through 3, it's
a proof of value. We should be delivering a proposal in stage 4
and hopefully closing."


Listen to the full episode with Joe Young
through this link: 
https://revenue-builders.simplecast.com/episodes/from-inside-to-outside-sales-the-growth-and-progression/


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/