Thinking Differently about How to Build a Sales Organization with Juliana Stancampiano
Are you trying to find sellers who check all the boxes of success in sales? Do you believe that you must keep hiring more salespeople to grow sales? That's what Juliana Stancampiano thought before she tried a radically different approach that has yielded amazing results. Juliana is the CEO of Oxygen, a company that works in the learning strategy space. She joins me today on Sales Talk for CEO in an episode that will challenge your assumptions and have you thinking differently about how to build a sales organization.
Juliana's strategy for building a sales organization involves scaffolding around her strongest workers. By evaluating their strengths and weaknesses, she finds new team members who fill in the gaps so that each person can work in their zone of genius. The truth is, there are a lot of parts of the sales process that excellent sellers are not good at. Why force them to work in their zone of incompetence where they'll end up unengaged and burnt out? Letting salespeople do the things they excel at and taking the rest off their plate is how Juliana has found success. She's explaining her strategy so you can replicate it in this episode of Sales Talk for CEOs.
Highlights
07:40 Buying a business during the Great Recession
13:05 Finding a salesperson who sells just like you
22:06 Building the scaffolding that supports sales (versus hiring more sellers)
22:34 Enabling your sales team
29:55 Generating more customer-ready conversations
35:41 Keeping your sellers in their zone of genius
43:54 Thinking differently about how to build your sales organization
Quote
"I would take less on the skills side and more on that innate belief side any day because skills are much easier to teach than authentic enthusiasm."
Connect with Juliana Stancampiano in the links below:
Website: https://www.oxygenexp.com/
LinkedIn: https://www.linkedin.com/in/jstancampiano/
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/