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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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Dec 1, 2019

Alice is the founder of Sales Training Werks and Sales Training Consultant. Alice is a natural sales leader, sales trainer and coach. Her clients boast of sales increases of 5 – 35% within the first ten weeks through her training solutions on-site workshops or through her signature 3E Time Accelerator Technique which is a sales meeting and skill boosters all in 30 minutes or less.

00:00 How to Up Level Your Top Sales Performers and to Career Redirection

01:20 What does Alice give to her top performing salespeople and clients?

04:01 Why sales managers must ride along to observe and coach on a consistent basis.

09:00 Why sales it's the one profession, that often has the sink-or-swim routine.

11:16 Why today, buyers need a business strategist partner not vendor.

14:32 Although more women are in sales, only 17% of sales managers are women.

18:11 Alice would take her binoculars and bird book on her desert island.

19:30 End

When I started in sales, I was the eleventh woman to be hired and then the third women to be promoted to middle management. Even now only 17% of sales managers are women. Alice suggests women salespeople must lean in, stand up and speak their ground. Unfortunately, women must be better than everyone else, it’s a mindset, a perception and we need to challenge these perceptions.


Through her signature training, Alice takes the A players up a notch, the B player mid-levels performing better up to A level and help to define if the bottom level is, they coachable, trainable or time for career redirection. It is important to know the potential of your sales team and help them to reach their maximum full training potential.

Alice says, “Hire slowly and fire quickly, if what you thought you have is not what you got, you need to cut your losses and career redirect.” In a career redirect, she says, “You hate me now but what you are going to will be better for you,” and later salespeople thank you for it. Too many sales managers hire and have a sink or swim attitude. This is a failure for everybody on the team.

Alice says instead they must take the 3 actions to guarantee to make sales quota:

  1. You must see what they are doing in the field, ride-along or listen-in, coach on the stop.
  1. 1 on 1 coaching to help remove their challenges, regularly - preferable once a week.
  2. On-going sales training – Sales are the only profession that does not have consistent on-going sales training.


Can you imagine an athletic winning their game and a coach saying come back in three weeks for the next game – they have on-going practice and training sessions whatever the results.


Alice Kemper offers 50% off a yearly membership - retail $379 discount $189! Claim your discount with PODCAST


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