Revenue Accelerator

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Revenue Accelerator with Rebecca Gebhardt

Season 2021, Ep. 1007

In this episode of the Revenue Accelerator Podcast, our guest is Rebecca Gebhart. Rebecca is a sales leadership coach who guides top-performing salespeople from leaderboard to leadership. She is also the best-selling author of Beyond the Board: How to Achieve Your Vision Board Goals in a Fulfilling and Sustainable Way and a Certified Kolbe Consultant. Today, she talks with us on how to accelerate sales leadership and impact recruiting, retention, and revenue.


Why does the sales Industry have a high level of turnover?

[00:55]

You have to get paid for what you're producing. Know that people leave leaders, they don't leave companies. Another high reason for turnover is burnout. Burnout and how effective a sales leader is has an immediate impact on the sales team. Only 57% of salespeople achieve quota because their sales leader does not properly mentor them.

How the Sales leadership Hierarchy Works

[05:06]

The higher you go in sales leadership, the more problems you deal with. The flip side of that is if the younger leaders or the people closer to the sales force were trained properly, they could handle better. They could handle the problems faster and quicker, and there wouldn't be a bottleneck. Things wouldn't have to constantly work their way up to the top so that leaders would have more time.

Why People Leave Companies

[07:46]

Leaders aspire to be excellent. However, statistics show that only 20% of leaders are untrustworthy. When it comes to leadership and its impact on culture, if you have a great boss, people will stick with you. If they are not being developed, 85 percent of millennials will leave their jobs. They anticipate personal growth. If they don't see a path to advancement and progression, 90% of high performers will leave.


The Fastest Way to Get Better

[20:44]

 If you want to accelerate, you must first slow down. After a certain point, you can't outwork yourself to improve.

Bad Feedback is Good News

[23:34]

We never want to be the bearer of bad news. But if the bad news or the bad feedback is seen as good news, it's actually for the betterment of you and the whole team. Build a culture where feedback is expected and wanted because we all want to continue to get better. But there are some lightning moments when people pause and think through the topics we discuss.

Finding Great Leaders

[29:20]

Companies like to promote from within, especially people who are great with the culture. But often, organizations aren't doing the best job of letting people know that they are being pegged for leadership or the company recognizes they have no clue. You need to look at specific qualities about great leaders, and it has nothing to do with their number one rank on the leaderboard.

 

Learn more about Rebecca Gebhart:

https://www.linkedin.com/in/rebecca-gebhardt-036125a

https://www.risewithrebecca.com/

https://www.instagram.com/risewit


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