What do fig trees and industrial glue have to do with sales success? Learn the unexpected agricultural analogy that could transform your sales strategy! This insight-packed conversation between two sales leaders will change the way you think about nurturing your team and your business. Get ready to dig deep and unearth the secrets of seed and soil in sales. Dive into the unexpected with Stephen Oommen and Mario Martinez Jr. on the Modern Selling Podcast. Stay tuned for a game-changing revelation that will recalibrate your sales mindset. If you're feeling frustrated with the lack of progress in your sales team, trying to figure out whether the problem lies with your people or your processes, then you are not alone! The struggle to identify the root cause of underperformance can be overwhelming, leaving you unsure of where to focus your efforts. It's time to untangle the web and uncover the real issues holding your sales team back. Let's dive into the importance of people, process, and tools in optimizing sales performance and achieving the outcomes you desire. Mastering Strategies for Growing Sales Numbers In this episode, Mario and Stephen discuss the importance of seed and soil in sales leadership, emphasizing the need for sales leaders to assess and address talent and environmental factors within their organizations to drive growth. By understanding the metaphor of seed representing talent and soil symbolizing the environment, sales leaders can strategically nurture their team members to optimize performance and achieve higher sales numbers. The key takeaway is that by focusing on both the individual talent (seed) and the organizational environment (soil), sales leaders can identify opportunities for improvement and implement strategies to drive sales growth effectively. This is Stephen Oommen's story: In Stephen Oommen's career, the significance of people, process, and tools in sales became apparent when he faced the challenge of revitalizing an underperforming organization. Through this experience, he uncovered the critical role of mindset and attitude within the sales team, igniting a transformation in his approach. Stephen's journey exemplifies the profound impact of human connections and individual perspectives on sales success. His ability to empathize and comprehend the human element within sales dynamics has not only reshaped his strategies but also inspired others to recognize the intrinsic link between people, process, and tools in driving sales performance. I usually would rather start with the soil, believe it or not. I would think through, if I were to build a finance plan, if I were to build anything, I would go through all of these metrics, see where our core skills were or wins, where do we have a toehold, a foothold and just market dominance. - Stephen Oommen My special guest is Stephen Oommen Stephen Oommen, formerly the vice president of enterprise sales at Outreach, boasts a robust 25-year tenure in sales, having navigated diverse industries, including substantial roles at Microsoft and ADP. His extensive experience encompasses selling an array of products, from cell phones to enterprise software. With a keen focus on driving sales performance and refining go-to-market strategies, Stephen's expertise in the critical elements of people, process, and tools in sales renders him an authoritative figure in optimizing team performance and achieving superior sales outcomes. In this episode, you will get the skills to: Mastering Strategies for Growing Sales Numbers at Scale: Learn how to exponentially increase your sales performance and drive revenue growth across your entire team. Embracing the Importance of People, Process, and Tools in Sales: Discover the vital role that people, processes, and tools play in optimizing sales outcomes and transforming your team's performance. Transitioning from Enterprise Sales to Strategic Advising: Uncover the key insights and strategies for successfully transitioning from traditional enterprise sales to a more strategic advisory role, unlocking new opportunities and revenue streams. Overcoming Challenges and Rebuilding in Sales Careers: Explore effective methods for overcoming challenges and rebuilding your sales career, empowering you to bounce back stronger and more resilient than ever. Cultivating Effective Leadership in Sales Organizations: Uncover the essential principles and practices for cultivating effective leadership within sales organizations, driving team motivation, and achieving outstanding results. The key moments in this episode are: 00:00:09 - Introduction to FlyMSG and Modern Selling Podcast 00:01:01 - Introduction to Stephen Oommen 00:04:16 - Personal Revelation of Stephen Oommen 00:07:55 - Seed and Soil Analogy 00:11:23 - Addressing Attitude and Mindset Issues 00:12:58 - Setting Expectations for In-Office Attendance 00:15:16 - Contract Review and Decision Making 00:17:01 - Talent ...
